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MBA 2009

M.B.A and PG Diploma in Entrepreneur Development (CBCS Pattern)

( for University Department during the academic year 2009-10 & onwards)
Course Title Ins. hrs / week Examinations Credits
Dur.Hrs CIA Mraks Total
Management Principles and Practice 3 3 25 75 100
Organisational Behaviour 3 3 25 75 100 3
Managerial Economics 3 3 25 75 100 3
Financial Statement Analysis 3 3 25 75 100 3
Quantitative Methods for Management 3 3 25 75 100
Executive Communication 3 3 25 75 100 3
Elective/Diploma- 1 : Entrepreneur Development 3 3 25
75 100 3
Supportive Course I
Operations Management 3 3 25 75 100 3
Marketing Management 3 3 25 75 100 3
Financial Management 3 3 25 75 100 3
Human Resource Management 3 3 25 75 100 3
Quantitative Techniques 3 3 25 75 100 3
Research Methods for Management 3 3 25 75 100 3
Business Environment & Ethics 3 3 25 75 100 3
Elective/Diploma: 2: Entrepreneurship & Innovations 3 3 25
75 100 3
Supportive Course II
International Business 3 3 25 75 100 3
Management Information System 3 3 25 75 100 3
Elective 3 3 25 75 100 3
Elective 3 3 25 75 100 3
Elective 3 3 25 75 100 3
Elective 3 3 25 75 100 3
Computer Applications : Integrating Business Process though SAP 3
3 - - - -
Summer Placement Project Report & Viva-Voce - - 20 80
100 3
Elective/Diploma-3 : Legal Aspects of Business 3 3 25
75 100 3
Supportive Course III
Strategic Management : Indian Global Context 3 3 25 75
100 3
Elective 3 3 25 75 100 3
Elective 3 3 25 75 100 3
Elective 3 3 25 75 100 3
Elective 3 3 25 75 100 3
Computer Applications : Integrating Business Process though SAP * – Practical
Elective/Diploma-4 :The Successful Business Plan 3 3 25
75 100 3
TOTAL - - - - 3000 90
Electives for III Semester
Students can choose any four of the following :
1. Integrated Marketing Communication
2. Export Management
3. Consumer Behaviour
4. Rural Marketing
5. Financial Services
6. Security Analysis & Portfolio Management
7. Human Resource Development
8. Managing of Interpersonal Effectiveness
9. Events Management
10. Advanced Production Management
11. Electronic Commerce
12. System Analysis and Design
13. Integrated Materials Management
14. Quality Management Systems
15. Retail Management
16. Hospital Operations Management
17. Hospital Architecture and design
18. Hospitality Management

Electives for IV Semester

Students can choose any four of the following :
1. Supply Chain Management
2. Services Marketing
3. Brand Management
4. Distribution Management
5. International Financial Management
6. Risk Management and Insurance
7. Cost Management
8. Organizational Development
9. Labour Welfare and Industrial Relations (Legislations)
10. Software Project Management
11. Data Mining
12. Technology Management
13. Total Productive Maintenance
14. Total Quality Management
15. e-Marketing
16.Public Health system and health insurance
16. International Health Management
17. Cross cultural Management

Full Time - Regulations

1. The Programme: MBA programme will consist of 17 Core subjects, 8 Electiv

e subjects and 1 Project work. The Elective courses may be offered if at least
12 students from the 60 students in a class choose those courses.
2. Duration: Full Time MBA programme consists of 4 semesters in 2 Academic
3. Eligibility for admission: A Pass in any degree.
4. Attendance: Students who have secured at least 75% of attendance in a se
mester or who have obtained condonation of shortage of attendance will be eligib
le to appear for the examination of that semester. Shortage of attendance up to
10% may be condoned by the competent authority.
5. Course Continuation: Students who have secured the required attendance a
s stated in para 4, will be permitted to proceed the subsequent semester. Those
who fall to secure the require attendance shall seek readmission into the same s
emester during the subsequent year.
6. Course completion: Full Time students shall complete the programme withi
n a period not exceeding 5 years from the date of admission. Part Time students
shall complete the programme within 6 years from the date of admission.
7. Continuous Internal Assessment: The performance of students in each subj
ect will be continuously assessed by the respective teachers as per the guidelin
es. The consolidated internal mark list should be sent to the University by the
H.O.D. concerned.
8. University Examination: University Examination will be held at the end o
f the each semester for duration of 3 hours for each subject.
9. Passing minimum: There is no passing minimum for Internal Assessment com
ponent. The passing minimum for the University Examination is 50% (i.e. 38 out o
f 75 marks) and the over all passing minimum putting the sessional and universit
y examination marks together will be 50% (i.e. 50 out of 100 marks).
10. Improvement of Internal Assessment performance: The student can be perm
itted to improve the internal assessment performance in any subject by getting r
eadmission into the course after completing the programme.
11. Classification: Classification of marks will be as follows:
75% of marks and above - I class with DISTINCTION provid
ed the student
passes all the papers in F
irst attempt.
60% & above but below 75% - I class
50% & above but below 60% - II class
12. Award of Degree: Students who successfully complete the programme withi
n the stipulated period will be awarded the Degree of Master of Business Adminis
13. Rank Certificate: Students who come within the first 10 ranks in the un
iversity examination will be issued Rank Certificate on application and on payme
nt of fees. Rank Certificates will be issued to the students who pass all subjec
ts in the attempt.
14. Summer Project: Full Time students will do a Project work for 6 to 8 wee
ks at the end of the II semester. Thereafter, the students will appear for a Viv
a voce examination conducted by the faculty guides and an External Examiner.
15. Pattern of question paper: The pattern will be as follows:


Time: 3 Hours Max Mark
s: 75
PART – A (5×6 = 30 Marks)
Answer all questions.
Each answer should not exceed 2 pages (250 words)
a or b
a or b
a or b
a or b
a or b
PART – B (3×10 = 30 Marks)
Answer any three questions.
Each answer should not exceed 4 pages (500 words)
PART – C (1×15 = 15 Marks)
11. Case let followed by question/Application Oriented Problem.
Part A – Contains unit based equal choice questions.
Part B – Contains unit based restricted choice questions.
Part C – Contains no choice question.
1. The Internal Assessment for each paper shall be by means of (a) Written
Tests (b) Assignments and (c) Seminars.
2. Twenty five marks allotted for the internal assessment may be distribute
d for Written Test, Assignment and Seminars in the ratio of 15:5:5 respectively.
3. Three Tests of 2 hours duration may be conducted for each course/subject
and the best two marks may be considered.

Course Number :
Subject Description :
This course presents the Principles of Management, emphasizing managerial functi
ons, explaining internal management of organizations and behavioural concepts as
applied to practical management problems.
To enable the students to learn the basic functions, principles and concepts of
On successful completion of the course the students should have:
Understood management functions and principles.
Learnt the scientific decision making process and problem solving techniques.
Learnt the modern trends in management process.
Unit I
Management : Science, Theory and Practice - The Evolution of Management Thought
and the Patterns of Management Analysis - Management and Society : The External
Environment, Social Responsibility and Ethics - Global and Comparative Managemen
t - The Basis of Global Management.
Unit II
The Nature and Purpose of Planning - Objectives - Strategies, Policies and Plann
ing Premises - Decision Making - Global Planning.
Unit III
The Nature of Organizing and Entrepreneuring - Organizational Structure : Depart
mentation - Line/Staff Authority and Decentralization - Effective Organizing and
Organizational Culture - Global Organizing.
Unit IV
Co-ordination functions in Organisation - Human Factors and Motivation - Leaders
hip - Committees and group Decision Making - Communication - Global Leading.
Unit V
The System and Process of Controlling - Control Techniques and Information Techn
ology - Productivity and Operations Management - Overall Control and toward the
Future through Preventive Control - Global Controlling and Global Challenges.
References :
1. Koontz & Weirich, Essentials of Management, Tata McGraw Hill.
2. VSP Rao, V Hari Krishna – Management: Text and Cases, Excel Books, I Editi
on, 2004
3. Stoner & Wankai, Management, PHI.
4. Robert Krcitner, Management, ATTBS.
5. Weirich & Koontz, Management - A Global perspective, McGraw Hill.
6. Helliregarl, Management, Thomson Learning, 2002.
7. Robbins.S.P., Fundamentals of Management, Pearson, 2003.
Unit: 1
Organizations as Work Settings, Organizational Behavior and Management’ Learning
About Organizational Behavior Current Issues in Organizational Behavior:
High Performance Organizations, Multiculturalism and Diversity, Ethics and Socia
l Responsibility, Issues and Transitions in the New Workplace
Organizational Behavior across Cultures Global Context of Organizational Behavio
r Cultures and Cross-Cultural Understanding Cultural Diversity and People at W
ork A Global View of Organizational Learning
Unit: 2
Individual Behavior and Performance: Personality and Individual Differences
Personality, Personality Differences, Values and Attitudes Individual Difference
s and Diversity. Cognitive abilities: Intelligence Creativity and Problem solvin
The Perception Process, Common Perceptual Distortions, Managing Perceptions
Attribution Theory. Motivation: Content and Process Theories of work motivation
, Reinforcement: Classical Operant and Social learning theories
Unit: 3
Group Dynamics and Teamwork: How Groups Work, Groups in Organizations, Stages of
Group, Foundations of Group Performance, Decision Making in Groups. Teams and T
eamwork. Team Building, Improving Team Processes, Teams in the High Performance
Workplace Leadership: Theories and Emerging Leadership Perspectives
Power and Politics: Power and Influence, Power. Formal Authority and Obedience
Empowerment, Organizational Politics
Unit: 4
Conflict and Negotiation Conflict in Organizations, Conflict Management, Negotia
tion: Negotiation Strategies, How to be an effective negotiator, Manager as a ne
Change in Organizations Planned Change Strategies Resistance to Change Over comi
ng resistance to change Innovation in Organizations Dynamics of Stress and manag
ing Job stress.
Unit: 5
Organizational Structure and Design: Strategy and Goals of Organizations
Basic Attributes of Organizations, Organizing and Coordinating Work, Bureaucracy
and Beyond, Strategy and Organizational Design, Information Technology and Orga
nizational Design, Environment and Organizational Design
Organizational Culture Understanding Organizational Cultures, Managing Organizat
ional Culture, Organizational Development: Nature scope objectives and intervent
ion strategies

1. Schermerhorn et.al Organizational Behaviour,Wiley 9th student edition I
1. Newstrom Organizational Behaviour ; Human behavior at work 12th edn. Tata Mc
Graw Hill 2007
2. Robbins et.al Organizational Behaviour Prentice Hall India 12th edition.
3. Luthans Fred et.al Organizational Behaviour Tata McGraw Hill India 10th editi
4. Helliregal Slocum, Woodman, Organisational Behaviour, IX edn., Thomson learn
5. Umasekaran, Organisational Behaviour, Tata McGraw Hill.
6. Robbins S.P., Concepts contrivances and applications, Prentice Hall.
7. McShane & Glinow, Organisational Behaviour, Tata McGraw Hill.


Course Number :
Subject Description :
Managerial economics emphasize on the influence on micro and macro economics on
managerial decision making, explaining the supply, demand and cost functions, it
s relative impact on the economy and the company correlating to profit and inves
tment analysis.
To enable the students to learn the application of the economic principles and p
olicies on managerial decision making.
On successful completion of the course the students should have:
Understood the economic principles and policies on managerial decision making.
Learn demand, supply, cost and profit concepts and functions along with its appl
To learn profit policies, planning and problem solving techniques.
To learn inflation, deflation and balance of payment on national income.

UNIT I : Managerial Economics - meaning, nature and scope - Managerial Economic

s and business decision making - Role of Managerial Economist - Fundamental conc
epts of Managerial Economics.
Demand Analysis - meaning, determinants and types of demand - Elasticity of dema
UNIT II : Supply meaning and determinants - production decisions - production fu
nctions - Isoquants, Expansion path - Cobb-Douglas function.
Cost concepts - cost - output relationship - Economies and diseconomies of scale
- cost functions.
UNIT III : Market structure - characteristics - Pricing and output decisions - m
ethods of pricing - differential pricing - Government intervention and pricing.
UNIT IV: Profit - Meaning and nature - Profit policies - Profit planning and
forecasting - Cost volume profit analysis - Investment analysis.
UNIT V : National Income - Business cycle - inflation and deflation - balance of
payments - Monetary and Fiscal Policies
References :
1. Joel Dean - Managerial Economics, Prentice Hall/Pearson.
2. Rangarajan - Principles of Macro Economics, Tata McGraw Hill.
3. Atmanand, Managerial Economics, Excel, 2001.
4. Athmanand.R., Managerial Economics, Excel, 2002, New Delhi.
5. Mankar.V.G., Business Economics, Macmillan, Business Book, 1999.
UNIT I: Financial Accounting: Definition-Concept and conventions- Contents of pr
ofit and loss account and Balance Sheet of companies – Depreciation: Concept and m
ethods (theory) – Preparation of final accounts (simple problems)
UNIT II: Financial Statement Analysis- Meaning – Objectives- Rearranging Financial
Statements for Analysis – Techniques of Financial Statement Analysis : Comparativ
e Statement Analysis, Common Size Statements, Trend Analysis – Ratio Analysis – Clas
sification of Ratio – Problems on computation and interpretation of Accounting Rat
ios – Du Pont Analysis – Advantages – Disadvantages of Ratio Analysis .
UNIT III: Fund Flow Statement Analysis – Preparation of Statement of change in wor
king capital – Computation of fund from operation and preparation of fund flow sta
tement – Cash flow statement: computation of cash from operations – Preparation of c
ash flow statement- Distinction between Fund flow statements and cash flow state
ment- Advantages of Fund flow statement and Cash flow statement
UNIT IV: Cost Accounting – Distinction of Financial Accounting and Cost Accounting
– Cost Terminology: Cost, Cost centre, Cost unit – Elements of cost – Preparation of
Cost Sheet – Marginal Costing: Concepts – Break Even Point Analysis, Contribution, P
V Ratio, Margin of Safety – Problems on Applications of Break Even concept.
UNIT V: Budget – Budgeting and budget control – Types of Budgets – Preparation of Flex
ible and fixed budgets, Master budget and Cash budget.
Questions: 60% of the questions shall be problems
40% of the questions shall be theory based
1. Ramachandran.N., Ram Kumar Kakan, “Financial Accounting for Management”, The
TATA Mc Graw Hill Publishing Company Ltd, New Delhi, 2006
2. Ronald W Hilton, Michael N Maher, Frank H Shelto, “Cost Management strateg
ies for Business Decision” The TATA Mcgraw Hill Publishing Company Ltd, New Delhi,
3. .Maheswari.S.N, “Principles of Management Accounting”, Sulton Chand and sons
Limited, New Delhi
4. Gerald I White, Ashinpaul C.Sondhi, Dov Fried, “The Analysis and Use Finan
cial Statements”, Wiley Student Edition, Third Edition, new Delhi 2004


Course Number :
To enable students to acquire the knowledge of mathematics & statistics and thei
r use in business decision making.
Linear, Non-Linear functions – graphical representation of functions, Constants, V
ariables – notion of Mathematical models – concept of trade off – notion of constants –
concept of Interest. Basic Concept of differentiation – integration – optimisation c
oncepts – use of differentiation for optimization of business problem
Data Analysis – Uni-Variate – ungrouped and grouped data measures of central Tendenc
ies, measures of dispersion – C V percentages (problem related to business applica
tions). Bivariate – correlation and regression – problems related to business applic
Probability – definitions – addition and multiplication Rules (only statements) – simp
le business application problems – probability distribution – expected value concept
– theoretical probability distributions – Binomial, Poison and Normal – Simple proble
ms applied to business.
Basic concept of index numbers – simple and weighted index numbers – concept of weig
hts - types of index numbers – Business index number – CPT, WPI, Sensex, Niffy, Prod
uction Index, Time series – variations in Time Series for business forecasting.
Hypothesis testing of Proportion and Mean – single and two tailed tests – errors in
Hypothesis Testing – Measuring the power of Hypothesis test. Chi-Square Tests
References :
1. Statistics for Management – Richard L Levin & Daid S Rubin
2. Statistical Methods – S P Gupta
3. Statistics for Business and Economics – R P Hoods – MacMillan India Limited
4. David M.Levine, Timothy C.Krehbiel and Mark L.Berenson
“Business Statistics: A First Course” , Pearson Education Asia
5. Amir D. Aczel, Complete Business Statistics, 5th edition, Irwin McGraw-Hill
Questions : 80% of the questions shall be problems
20% of the questions shall be theory based.


To enable the students to learn the basic communication skills and the usage of
communication technology in the modern workplace.
Unit 1:
Communication basics – Business Communication – components – Types – formal communicatio
n network – Work team communication – variables – goal – conflict resoulation – non – verba
communication – Cross cultural communication – Business meetings – Business Etiquette
Unit 2:
Communication Technology: importance – the internet – browsing and searching – e-mail –
Groupware – fax – using Ms word to write & edit – Effective telephone practices Tele c
onferencing & Video conferencing.
Basic skills: Parts of sentence, types, punctuation, grammar, word usage – writing
with style, overall tone and readability. An overview of writing process.
Unit 3:
Basic correspondence: Routine messages – reports – claims memos, adjustment letters
& Good will messages. Persuasive messages – selling an idea – sales letters – Bad news
messages – planning – communicating bad news – Bad – news replies – refusal letters.
Unit 4:
Report writing: Characterizing & business reports – Types and forms & reports – Proj
ect proposals – collection of data – tables constitution – charts – writing the report – d
ocumenting the sources – proof reading.
Unit 5:
Business Presentation: Written and oral presentation – work – team presentation – Deli
vering the business presentation visual aids – slides – electronic presentation – hand
-outs – delivering the presentation – career planning – preparing Resume – job applicati
ons – preparation for a job interview – employment interviews – follow-up.
Suggested Readings:
1. Scot Ober, Contemporary business communication, fifth edition, biztantra
2. Lesiler &Flat lay, Basic Business communication. Tata Mc Graw Hill.


Course Number :
Subject Description :
This course presents the concepts, characteristics and role of entrepreneur and
the basics of project finance and issues related to setting small business.
Goals :
To enable the students to develop the achievement motivation and to develop entr
epreneurial competency.
On successful completion of the course the students will be able to understand
1. the concept, characteristics and role of entrepreneur
2. the need for developing rural entrepreneurship
3. the impact of government actions in entrepreneurship development.
4. the factor that motivate the people go for their own business.
5. the opportunities available for adapting for entrepreneurs career
Entrepreneur - meaning - importance - Qualities, nature types, traits, culture,
Similarities and differences between entrepreneur and intrapreneur. Entrepreneur
ship and economic development - its importance - Role of entrepreneurship - entr
epreneurial - environment.
Evolution of entrepreneurs - entrepreneurial promotion: Training and developing
motivation: factors - mobility of entrepreneurs - entrepreneurial change - occup
ational mobility - factors in mobility - Role of consultancy organisations is pr
omoting entrepreneurs - Forms of business for - entrepreneurs.
Project management: Sources of business idea - Project classifications - identif
ications - formulation and design - feasibility analysis - Preparation of Projec
t Report and presentation. Financial analysis - concept and scope - project cos
t estimate - operating revenue estimate - Ratio analysis - investment Process -
B E analysis - Profit analysis - Social cost benefit analysis - Project Appraisa
l methods - Project Report preparation.
Project finance: Sources of finance - Institutional finance - Role of IFC, IDBI,
ICICI, LIC, SFC, SIPCOT, Commercial Bank - Appraisal of bank for loans.
Institutional aids for entrepreneurship development - Role of DICS, SIDCO, NSICS
, IRCI, NIDC, SIDBI, SISI, SIPCOT, Entrepreneurial guidance bureau - Approaching
Institutions for assistance
Setting small scale industries - location of enterprise - steps in setting SSI u
nit - Problems of entrepreneurs - Sickness in small industries - reasons and rem
edies - Incentives and subsidies - Evaluating entrepreneurial performance - Rura
l entrepreneurship - Women entrepreneurship.
1. Vasanth Desai “Dynamics of Entrepreneurial Development and Management” Himal
aya Publishing House.
2. N.P.Srinivasan & G.P. Gupta “Entrepreneurial Development” Sultanchand & Son
3. P.Saravanavelu “Entrepreneurship Development” Eskapee publications.
4. S.S.Khanka “Entrepreneurial Development” S.Chand & Company Ltd.,
5. Satish Taneja, Entrepreneur Development ; New Venture Creation
Equipments/Softwares and other teaching aids and tools: Computer, LCD Projector,
OHP, PowerPoint slides
Preferable Method of Teaching: Lectures and Case Study
Suggested components for evaluation for internal: Internal Test, Assignment and
Suggested contact hours required for teaching: 45 Hours


Course Number :
AIM : To focuses on key analytical methods and provide practical insight for ope
rations management.
UNIT I : Operations Management – Meaning – Importance – historical contributions – Syste
m view of OM - Operation strategy and competitiveness - Functions of OM – types of
production systems
UNIT II : Product design and process selection – Evaluation and Selection of appr
opriate Production and Operations technology. Product Design and process selecti
Types of layout – analysis and selection of layout – Product and / or Process layout
, Cellular, Lean and Agile manufacturing systems – Computer Integrated Manufacturi
ng Systems - Assembly line balancing.
UNIT III : Production planning and control – meaning – functions – aggregate planning –
master production schedule (MPS) – Material requirement planning (MRP) – BOM – Capacit
y requirement planning (CRP) – Techniques – problems in MRP and CRP – an introduction
to MRP II and ERP – Business Process Re-engineering - Total Productive Maintenanc
e (TPM)
UNIT IV : Materials management – functions – material planning and budgeting – Value A
nalysis - purchase functions and procedure - inventory control – types of inventor
y – safety stock – order point – service level – inventory control systems – perpetual – pe
iodic – JIT – KANBAN.
UNIT V : Total Quality Management Concept - Statistical Quality Control for Acce
ptance Sampling and Process Control – Concepts of O.C.C. Curve – Use of the O.C. Cur
ve – Concept of Type I and Type II error – Quality movement – Quality circles –– ISO Quali
ty Certifications and types – Quality assurance – Six Sigma concept.
References :
1. Production and Operations Management – Everest E Adam & Ebert – PHI – publicat
ion forth edition.
2. Operations Management (Theory and Problems ) – Joseph G Monks – McGraw Hill
3. Production and Operations Management – S N Chary – TMH Publications
4. Production and Operations Management – Pannerselvam, PHI
5. Lee J. Krajewski and Larry P. Ritzman, “Operations Management: Process and
value Chains”, 7th Edition, PHI, 2007
6. Hunawalla and Patil – production and Operations Management, Himalaya.
7. Modern Production and operations management – E.S Buffa.
8. Lee J. Krajewski and Larry P. Ritzman, “ Operations Management: Strategy a
nd Analysis”, Addison Wesley.
9. Chase, Aquilano & Jacobs “Production and Operations Management”,Tata McGraw
Questions : 40% of the questions shall be problems
60% of the questions shall be theory based.


Course Number :
Subject Description :
To enable the students to understand the market and marketing concepts, function
s and systems by emphasizing on strategies and global market.
To enable the students to learn the basic functions, principles and concepts of
marketing for effective managerial function.
On successful completion of the course the students should have:
Understand the marketing concepts and tasks in the global economy.
To learn the buyer behaviour and factors influencing the buyer behaviour.
To understand the marketing communication process and mix along with the marketi
ng channels.
Unit I
Marketing Concepts and Tasks, Defining and delivering customer value and satisfa
ction - Value chain - Delivery network, Marketing environment, Adapting marketin
g to new liberalised economy - Digitalisation, Customisation, Changing marketing
practices, e-business - setting up websites; Marketing Information System,
Strategic marketing planning and organization.
Unit II
Buyer Behaviour, Market Segmentation and Targeting, Positioning and differentiat
ion strategies, Product life cycle strategies, New product development, Product
Mix and Product line decisions, Branding and Packaging, Price setting - objectiv
es, factors and methods, Price adapting policies, Initiating and responding to p
rice changes.
Unit III
Marketing channel system - Functions and flows; Channel design, Channel manageme
nt - Selection, Training, Motivation and evaluation of channel members; Channel
dynamics - VMS, HMS, MMS; Market logistics decisions.
Unit IV
Integrated marketing communication process and Mix; Advertising, Sales promotion
and Public relation decisions. Direct marketing - Growth, Benefits and Channel
s; Telemarketing; Salesforce objectives, structure, size and compensation.
Unit V
Identifying and analysing competitors, Designing competitive strategies for lead
ers, challengers, followers and nichers : Customer Relationship marketing - Cus
tomer database, Data warehousing and mining. Attracting and retaining customers
, Customerism in India, Controlling of marketing efforts.
Global Target market selection, standardization Vs adoptation, Product, Pricing,
Distribution and Promotional Policy.
References :
1. Marketing Management - Philip Kotler - Pearson Education/PHI 12th Editio
n, 2006.
2. Marketing Management - Rajan Saxena - Tata McGraw Hill, 2002.
3. Marketing Management: Planning, Implementation and Control: Global Persp
ective Indian Context – VS Ramasamy & S. Namakumari - Macmilan India, 2007.
4. Marketing Management: A South Asian Perspective – Philip Kotler and Kevin
Lane Kotler, Pearson Education, 11th Edition, 2007.
5. Basic Marketing - Perreault and McGarthy - Tata McGraw Hill, 2002.
6. Case and Simulations in Marketing - Ramphal and Gupta - Golgatia, Delhi.
7. Case Studies in Marketing - R.Srinivasan - PHI.
8. Marketing concepts and cases – Michael J Etzel, Bruce J Walker, William J
Stanton and Ajay Pandit, TMH 13th Edition, New Delhi, 2007.
9. Marketing Management – S.Jayachandran - TMH, 2003.

UNIT I: Objectives and Functions of Financial Management – Role of Financial Manag

ement in the organisation – Risk-return relationship – Time value of money concepts –
Capital market instruments – Role of capital market in the economy
UNIT II: Basic of capital budgeting: capital budgeting process – methods of capita
l expenditure appraisal: Payback period, Accounting rate of return, Net present
value, Internal rate of return, Profitability Index – Risk Analysis in Capital Bud
UNIT III: Cost of Capital – Factors affecting cost of capital – computation of cost
of debt, cost of preference shares, cost of equity, weighted average cost of cap
UNIT IV: Capital Structure Planning – EBIT-EPS analysis – MM Theory of Capital struc
ture – Dividend policy – types of dividend policy – Dividend policy and share valuatio
UNIT V: Working Capital Management – Definition and objectives – working capital pol
icies – factors affecting working capital requirements – forecasting working capital
requirements (problems) – working capital financing approach
Questions: 60% of the questions shall be problems
40% of the questions shall be theory based
1. Eugene F Bridgham, Micheal C Ehrtardt, “Financial Management Text and Case
s” South Western Cengage Learning, 2009
2. Khan M.Y., Khan P.K., “Basics of Financial Management” Tata McGraw Hill Publ
ishing Limited, New Delhi, 2005
3. Lawerence J Gitman, “Principles of Managerial Finance” Pearson Education lim
ited, 2003
4. James C Vanhorne, John M Wachowicz Jr, “Fundamentals of Financial Manageme
nt”, Pearson Education Limited, 2001


Course Number :
Unit I : Human Resource Function
Human Resource Philosophy - Changing environments of HRM - Strategic human resou
rce management - Using HRM to attain competitive advantage - Trends in HRM - Org
anisation of HR departments - Line and staff functions - Role of HR Managers.
Unit II : Recruitment & Placement
Job analysis : Methods - IT and computerised skill inventory - Writing job speci
fication - HR and the responsive organisation.
Recruitment and selection process : Employment planning and forecasting - Buildi
ng employee commitment : Promotion from within - Sources, Developing and Using a
pplication forms - IT and recruiting on the internet.
Employee Testing & selection : Selection process, basic testing concepts, types
of test, work samples & simulation, selection techniques, interview, common inte
rviewing mistakes, Designing & conducting the effective interview, small busines
s applications, computer aided interview.
Unit III : Training & Development
Orientation & Training : Orienting the employees, the training process, need ana
lysis, Training techniques, special purpose training, Training via the internet.
Developing Managers : Management Development - The responsive managers - On-the-
job and off-the-job Development techniques using HR to build a responsive organi
sation. Management Developments and CD-Roms - Key factor for success.
Performance appraisal : Methods - Problem and solutions - MBO approach - The app
raisal interviews - Performance appraisal in practice.
Managing careers : Career planning and development - Managing promotions and tra
Unit IV : Compensation & Managing Quality
Establishing Pay plans : Basics of compensation - factors determining pay rate -
Current trends in compensation - Job evaluation - pricing managerial and profes
sional jobs - Computerised job evaluation.
Pay for performance and Financial incentives : Money and motivation - incentives
for operations employees and executives - Organisation wide incentive plans - P
ractices in Indian organisations.
Benefits and services : Statutory benefits - non-statutory (voluntary) benefits
- Insurance benefits - retirement benefits and other welfare measures to build e
mployee commitment.
Unit V : Labour relations and employee security
Industrial relation and collective bargaining : Trade unions - Collective bargai
ning - future of trade unionism. Discipline administration - grievances handlin
g - managing dismissals and separation.
Labour Welfare : Importance & Implications of labour legislations - Employee hea
lth - Auditing HR functions, Future of HRM function.

1. Gary Dessler, "Human Resource Management", Seventh edition, Prentice-Hal
l of India P.Ltd., Pearson.
2. H.John Bernardin & Joyee E.A.Russel, Human Resource Management - An e
xperiential approach, 4th Edition, McGraw-Hill International Edition., 2007
3. David A. DeCenzo & Stephen P.Robbins, Personnel/Human Resource Manageme
nt, Third edition, PHI/Pearson.
4. VSP Roa, Human Resource Management : Text and cases, First edition, Exce
l Books, New Delhi - 2000.
5. Dr. R.Venkatapathy & Assissi Menacheri, Industrial Relations & Labour We
lfare, Adithya Publications, CBE, 2001.
6. Robert L.Gibson and Marianne H.Mitchell, Introduction to Counseling and
Guidance, VI edition, PHI, 2005.


Course Number :
To enable the students to learn the techniques of operation Research and resourc
es Management and their application in business management.
Management & Decision Mathematical Models – Making Types of models (deterministic
and probabilistic) – simple business examples – OR and optimization models – Linear
Programming – formulation – graphical solution –Dual of linear programming problem – Eco
nomic interpretation
Transportation model – Initial Basic Feasible solutions – optimum solution for non – d
egeneracy model – Trans-shipment Model – Assignment Model
Network Model – networking – Critical Path Method (CPM) – Time estimates – PERT – crashing
, Resource leveling, Resources planning. Waiting Line Model (Queuing Theory) – Str
ucture of model – M/M/1 for infinite population.
Inventory Models – Deterministic Models – EOQ – EOQ with Price Breaks – Probabilistic In
ventory Models - Probabilistic EOQ model
Simulation – types of simulation – Monte Carlo simulation – simulation problems.
Decision Theory – Pay off tables – decision criteria – decision trees.

References :
1. Operations Research – An Introductions – Hamdy A Tata
2. Operations Research – Kanti Swarup, Gupta And Man Mohan
3. Operations Research – Dr. J.K. Sharma Macmillan Indian Ltd.
4. Quantitative Techniques in Management – ND Vohra.
5. Operations Research – R. Panneerselvam, 2nd Edition, PHI, 2007
6. Operations Research, Concepts and cases – Fredrick S Hillier and Herald J
Lieberman, 8th Edition, TMH, 2003
7. Hamdy A Taha, “An Introduction to Operations Research, Prentice Hall, Sixt
h edition, 2000
8. Ronald L. Rardin, “Optimization in Operations Research”, Pearson Education
9. J. K. Sharma, “ Operations Research: Theory and Applications”, Macmillan ,
10. U.K. Srivastava, G.V. Shenoy, S. C. Sharma, “ Quantitative Techniques for
Managerial Decision”, Second Edition, Prentice Hall of India
Questions : 80% of the questions shall be problems
20% of the questions shall be theory based.
Course Number :
Subject Description :
Research Methods of Management is emphasizing on the methodology of research an
d its application in managerial decision making, explaining hypothesis, meaning
and types, sampling design along with the various parametric and non-parametric
To familiarize the students with methodology of research and its application in
managerial decision making situations.
On successful completion of the course the students should have:
Understood the scope and significance of research in business decisions.
Studied and understood sampling techniques along with hypothesis testing.
Understood various scaling techniques and measurement scales .
Research - meaning - scope and significance - Types of research - Research Proce
ss - Characteristics of good research - Scientific method - Problems in research
- Identifying research problem – concepts, constructs and theoretical framework.
Hypothesis:- meaning - sources - Types - formulation Research design - Types - c
ase study - features of good design - measurement - meaning - need Errors in mea
surement - Tests of sound measurement Techniques of measurement - scaling Techni
ques - meaning - Types of scales - scale construction techniques.
Sampling design - meaning - concepts - steps in sampling - criteria for good sam
ple design - Types of sample designs - Probability and non-probability samples.
Data collection:- Types of data - sources - Tools for data collection methods o
f data collection - constructing questionnaire - Pilot study - case study - Data
processing:- coding - editing - and tabulation of data - Data analysis.
Test of Significance:- Assumptions about parametric and non-parametric tests. P
arametric Test - T test, F Test and Z test - Non Parametric Test - U Test, Krus
kal Wallis, sign test. Multivariate analysis-factor, cluster, MDS, Discriminant
ananlysis. (NO Problems). SPSS and its applications.
Interpretation - meaning - Techniques of interpretation - Report writing:- Signi
ficance - Report writing:- Steps in report writing - Layout of report - Types of
reports - Oral presentation - executive summary - mechanics of writing research
report - Precautions for writing report - Norms for using Tables, charts and di
agrams - Appendix:- norms for using Index and Bibliography.

1. Rao K.V.Research methods for management and commerce - sterling
2. Zigmund, Business Research Methods
3. Donald R.Cooper and Pamela S.Schindler - Business Research Methods - Tat
a McGraw Hill, 2007
4. Naresh K Malhotra – Marketing Research: An Applied Orientation, Pearson Ed
ucation, 4th Edition, 2004
5. Wilkinson Bhadarkar - Methodology and Techniques of Social Research - Hi
6. Anderson etal - Assignment and Thesis writing.
7. Uma Sekaran, Research Methods for Business, Wiley Publications.
Note : 20% of the questions shall be problems
80% of the questions shall be theory based.
Course Number :
Subject Description :
Business Environement Ethics emphasizing on emerging trends in social, political
, ethical and legal aspects affecting business decisions explaining the business
environment concepts in significance along with the fiscal policy.
To enable the students to learn the knowledge of emerging trends in social, poli
tical, ethical and legal aspects affecting business decisions.
On successful completion of the course the students should have:
Understand the concepts in significance of business environment along with the s
ocial responsibility.
To learn organizational ethic theories and sources.
To understand the fiscal policy and legal environment of business.
To understand global management issues.
Business environment - The concept and significance - constituents of business e
nvironment - Business and society, Business & ethics - Social responsibility - E
nvironmental Pollution and control. Business and culture - Business and Governme
nt - Political system and its influence on business - Indian constitution - Dire
ctive Principles of State Policy.
Managing Ethics - Frame work of organizational ethic theories and sources, ethic
s across cultures, factors influencing business ethics, ethical decision making,
ethical values and stakeholders, ethics and profit, Corporate governance Struct
ure of boards, reforms in boards, compensation issues, ethical leadership for im
proved Corporate governance and better business education.
Global management Issues MNCs Politics and Environment
Multi national corporations and Government relationship, Business in Politics, M
anaging environmental quality, Ethics & Profit in Business.
Fiscal Policy - Central finances and New fiscal policy - Direct and indirect Tax
structure, VAT, MODVAT - Service Tax problems and reforms - Expenditure Tax -
Public debts & deficit financing.
Legal environment of business - Monopolies Restrective Trade Practices Act. Fore
ign Exchange Management Act-1 Securities and Exchange Board of India Act - Custo
ms & Central Excise Act - Central & State Sales Tax - Consumer Protection Act
Pattents Act - Competition Law.
References :
1. Adhikari M - Economic Environment of management
2. Francis Cherunilam - Business Environment
3. Pruti S. - Economic & Managerial Environment in India
4. Shaikh Saleem – Business Environment, Pearson Education, 2006
5. Davis & Keith William C. Frederik - Business and society
6. Amarchand D - Government and Business
7. Mankard - Business Economics, Mac Millan.
8. A.N.Agarwal - Indian Economy - Wishwa Prakashan
9. Steiner & Steiner - Business Government and Society, McGraw Hill, 2003.
10. Kitson.A and Campbell.R - The Ethical Organisation, Palgrave, 2001.


Course Number :
Unit I : Innovation and Innovation Management: The evolution of innovation - lev
els of innovation -myths of innovation - innovation models - categories of innov
ation - innovation management - main requirements - basic practices of innovatio
n management- barriers to innovation in an organization -innovation in the futur
e - different ways to innovative - principle of good innovation
Unit II : Innovation Process: building the innovation process - innovation diffu
sion - the innovation: decision process- five stages of the diffusion process -
the new learning about innovation
Unit III : Innovation culture: introduction - innovation system - community and
social capital -innovation culture - building innovation culture- innovation cli
Unit IV: Creativity and Innovation: Introduction - defining creativity - the rel
ation between creativity and innovation - different ways of thinking - qualities
of a creative person - the difference between creativity and innovation — creativ
ity, problem solving: guidelines
Unit V: Innovators and Entrepreneurs: Social and cultural context of entrepreneu
rs - processes encouraging and discouraging entrepreneurship - Ethical social an
d political issues of innovation -Innovation as a personality, innovative proces
s and entrepreneurship
1. Jeffrey A. Timmons and Stephen Spinelli, "New Venture Creation: Entrepre
neurship for the 21st Century," McGraw-Hill, 2004.
2. Malcolm Gladwell, "The Tipping Point: How Little Things Can Make A Big D
ifference," Little,Brown, February 2000
, East West Press Limited
G TECHOLOGIES, Innovations Publishing, Atlanda, Georgia
5. Clayton M. Christensen and Michael E. Raynor, "The Innovator s Solution:
Creating and Sustaining Successful Growth," Harvard Business School Press, Sept
ember 2003
6. Geoffrey A. Moore, "Crossing the Chasm," Harper Business, August 2002
7. William A. Sahlman and Howard H. Stevenson, ENTREPRENEURIAL VENTURE, Har
vard Business School Publications, 1992.
8 Doing, Jameson W and Hargrove, Erwin C, Leadership and Innovation: Entreprene
urs in Government, Johns Hopkins University Press, 2005
Equipments/Softwares and other teaching aids and tools: Computer, LCD Projector,
OHP, PowerPoint slides
Preferable Method of Teaching: Lectures and Case Study
Suggested components for evaluation for internal: Internal Test, Assignment and
Suggested contact hours required for teaching: 45 Hours
Course Number :
Introduction and Overview
Introduction and Overview : Introduction - The Globalization of the World Econo
my - The Changing Nature of International Business - Differences in Internationa
l Business.
Country Factors
National Differences in Political Economy : Introduction - Political Systems - E
conomic Systems - Legal Systems - The Determinants of Economic Development - Sta
tes in Transition.
Differences in Culture : Introduction - Social Structure - Religion - Language -
Education - Culture and the Workplace - Cultural Change - Cross-Cultural Litera
cy - Culture and competitive Advantage.
The Global Trade and Investment Environment
International trade Theory : Introduction - An Overview of Trade Theory - Mercan
tilism - Absolute Advantage - Comparative Advantage - Heckscher-Ohlin Theory - T
he New Trade Theory - National Competitive Advantage - Porter s Diamond.
The Revised Case for Free Trade - Development of the World - Trading System - WT
O & development of World trade - Regional grouping of countries and its impact.
Foreign Direct Investment : Introduction - Foreign Direct Investment in the Worl
d Economy - Horizontal Foreign Direct Investment - Vertical Foreign Direct Inves
tment. Benefits and advantages to host and home countries.
The Global Monetary System
The Foreign Exchange Market : Introduction - The Functions of the Foreign Exchan
ge Market.
The Strategy and Structure of International Business
The Strategy of International Business : Introduction - Strategy and the Firm -
Profiting from Global Expansion - Pressures for Cost Reductions and Local Respon
siveness - Strategic Choice.
Mode of Entry and Strategic Alliances : Introduction - Entry Modes - Selecting a
nd Entry Mode - Strategic Alliances - Making Alliances Work.
Exporting, Importing and Counter trade : Introduction - The Promise and Pitfalls
of Exporting - Improving Export Performance - Export and Import Financing - Exp
ort Assistance - Counter trade.
References :
1. Hill.C.W., International Business : Competing in the Global market place
, Irwin-McGraw Hill, 1999.
2. Philip R.Cateora, International Marketing, Irwin McGraw Hill, 9th edn.
3. Shivaramu, International Business, Macmillan India.
4. Francis Cherunilam, International Business, Wheeler Publications.
5. Charles W.L., Hill, International Business, Irwin-McGraw Hill, 1998.


Course Number :
Unit I
Foundations of Information Systems: A framework for business users - Roles of In
formation systems - System concepts - Organisation as a system - Components of I
nformation Systems - IS Activities - Types of IS.
Unit II
IS for operations and decision making: Marketing IS, Manufacturing IS, Human Res
ource IS, Accounting IS and Financial IS - Transaction Processing Systems- Infor
mation Reporting System - Information for Strategic Advantage.
Unit III
DSS and AI: DSS models and software: The decision making process - Structured, S
emi Structured and Unstrcutured problems; What if analysis, Sensitivity analysis
, Goal-seeking Analysis and Optimizing Analysis. Oberview of AI, Neural Networks
, Fuzzy Logic Systems, Genetic Algorithms - Expert Systems.
Unit IV
Managing Information Technology: Managing Information Resources and technologies
- IS architecture and management - Centralised, Decentralised and Distributed -
EDI, Supply chain management & Global Information technology Management.
Unit V
Security and Ethical Challenges: IS controls - facility control and procedural c
ontrol - Risks to online operations - Denial of service, spoofing - Ethics for I
S professional - Societical challenges of Information technology.
1. James A O Brien, "Management Information Systems", Tata McGraw Hill, Fou
rth Edition, 1999.
2. Effy Oz, "Management Information Systems", Vikas Publishing House, Third
Edition, 2002.
3. Kenneth C Laudon and Jane P Laudon, “Management Information System”, 9th Edi
tion, PHI, New Delhi, 2006.
4. Waman S Jawadekar , "Management Information System Text and cases", Thir
d Editions, Tata McGraw-Hill ,2007.
5. R.Srinivasan, “Strategic Management”, IInd edition, Prentice Hall of India,
New Delhi.
6. M.Senthil, “Management Information System”, 2003.

3.3 Computer Applications : Integrating Business Processes through SAP

Detailed syllabus
Each one of the sections should be covered in not less that 6hrs of practical tr
aining. If the students are found to show mastery in the first unit based on a s
pecific test then the time given for unit 1 may equally be distributed(8*9+3(te
st 1)+3(test 2)=78hrs in total for the lab oriented practical course work)
Introduction to computers, Microsoft word applications Excel spread sheets and u
ses Preparation of documents power point slides
Unit – 1
SAP Business One - Financial accounting
Financial accounting delivers tools and reports that enable you to manage all fi
nancial processes, including:
Chart of accounts -- Allows you to define all accounts and their hierarchical re
Journal entries -- Allows you to enter or find manual journal entries and automa
tically allocate each transaction to a project or profit center
Transaction templates -- Enables you to save time and prevent mistakes when ente
ring manual journal entries
Recurrent journal transactions -- Lets you create your own set of recurrent tran
sactions, including automatic frequency reminders
Exchange rate differences -- Adjusts foreign currency accounts to the changes in
your local currency
Trial balance report -- Displays account balances and transactions, enabling you
to view all your financial reports in any desired currency and in each detailin
g level
Profit and loss report -- Displays income and expenses in the conventional way u
sed by accountants
Balance sheet -- Displays assets and liabilities in the conventional way used by
reports -- Allows all reports to be displayed in a comparative view between mont
hs, quarters, years, or any other period
Financial reports designer -- Gives you the power to create unlimited financial
reporting templates
Unit – 2
SAP Business One - Sales and Distribution
From price quotes to invoicing and payment, sales and distribution helps you com
plete your entire sales cycle with the following tools and capabilities:
Quotation -- Allows you to automatically issue a price quote to customers, measu
re gross profit for the quotation, update stock levels, and report the customer
s current balance
Order entry -- Enables you to enter customer orders, automatically reserve the i
tem ordered, and notify your warehouse of the delivery Date
Delivery notes -- Enables you to order merchandise related to a quotation and up
date stock balances
Returns -- Lets you record stock entry returned from clients
Invoicing -- Automatically creates the invoice and records the stock and journal
transactions, while issuing an automatic receipt in case customers are paying a
ny part of their bill

Unit – 3
SAP Business One - Service Management
Service management optimizes the potential of your service department, providing
support for service operations, service contract management, service planning,
tracking of customer interaction activities and customer support. Capabilities i
Service call Enables users to manage, track, and resolve customer questions and
deal with item-related problems Customer equipment card Provides service technic
ians with detailed information about an item sold to a customer, such as a manuf
acturer s serial number, replacement serial number, and all service call history
Service contract Allows users to create a regular support or warranty contract f
or items or services sold to a customer
Rate tables Allows you to enter your foreign currency rates and indexes or auto
download rates from the Web, which can then be used in reports and data entry
Service reports Enable users to view and analyze data related to service contrac
ts, customer equipment, and service calls
Unit – 4
SAP Business One – Purchasing
Purchasing enables you to manage and maintain every aspect of your vendor relati
onships. Tools and processes include:
Purchase order -- Allows you to issue a purchase order to vendors for materials
or services, update the available amount for the items ordered, and notify the w
arehouse manager of the expected delivery date
Purchase delivery note -- Updates the actual in-stock amount without affecting t
he vendor s account balance, Purchase return -- Records goods returned to suppl
Purchase invoice -- Records supplier invoices and simultaneously records a stock

Unit - 5
SAP Business One - Warehouse management
Warehouse management gives you the tools and processes you need to handle stock
merchandise, including:
Item management Manages all item information, including name and code, barcode,
trademark, measures, prices, and even the item s picture
Item query Gives you a quick view of item details
Price lists Lets you define as many price lists as you need and associate them w
ith each customer or vendor
Special prices Records prices for unique customers or from
unique vendors and enables you to set quantity-sensitive prices that change acco
rding to quantities purchased
General receipt/release from stock allows you to record a stock entry or release
not connected directly to an AP/AR document
Transfer between warehouses Enables you to record all transfers between warehous
Stock transactions Maintains opening balances for stock items and updates stockt
aking data

Unit - 6
SAP Business One - Outlook Integration
Outlook integration gives you seamless integration and synchronized communicatio
ns between SAP Business One and Outlook, Microsoft s personal information manage
r and communications program. Outlook provides an integrated solution for managi
ng and organizing e-mail messages, schedules, tasks, notes, contacts, and other
information. With SAP Business One, your employees can synchronize calendars, co
ntacts, tasks – even integrated quotation management. They can also capture and ac
cess all relevant customer, partner, and vendor information. And they benefit fr
om seamless communication that spans departments, business

Unit - 7
SAP Business One – Reporting
Reporting can open an entirely new world of data and information, with tools for
Customers/suppliers debts aging Lets you view all customer and supplier debts, s
orted and divided by their age; view a detailed report for the customer by click
ing on a customer line; and use a link to Microsoft Word to create, with a singl
e mouse click, a full status report of all customer debts
Sales analysis Allows you to analyze your sales in three main dimensions (by cus
tomer, per item, and per agent); enables you to create any cross-sectioning betw
een these dimensions to get a better view, with a report that automatically crea
tes charts to display the data graphically and drill down to a highly detailed l
Reference : SAP business 1.0 Software




Course Number:
Subject Description:
This course presents the various business laws and the various legal formalitie
s to be followed in the business organisation.
To enable the students to learn the various kinds of legal aspects of business a
nd implementing the legal provision in the organisation:
On successful completion of the course the students will be able to understand
1. the various types of business Laws.
2. the various legal formalities to be followed in the organisation and
3. the procedure for establishing a company.
Unit -1
The Indian Contract Act, 1872
Introduction – Definition of contract – Agreement – Legal enforceability – Essential ele
ments of a valid contract – Offer – Legal rules regarding a valid offer – Acceptance o
f an offer – Legal rules regarding a valid acceptance – Consideration – Essentials of
valid consideration – Legality of object and consideration – Unlawful object and con
sideration – Capacity of the parties. Minor’s agreements – minor and special contract –
persons of unsound mind – Disqualified persons – Free Consent – Flaw in free consent – C
oercion – Undue influence – Misrepresentation – Fraud – Mistake – classification of contra
cts – Quasi Contracts – Performance and discharge of a contract – Discharge by Perform
ance – Discharge by Mutual Agreement – Discharge by Operation of Law – Discharge by Im
possibility of Performance – Discharge by Lapse of Time – Discharge by Breach of Con
tract – Remedies for Breach of Contract
Unit – 2
The Sale of Goods Act, 1930
Essential Characteristics of Sale of Goods – Sale and Agreement to sell – Sales and
Hire Purchase – Subject Matter of Contract of Sale – Performance of Contract of Sal
e – Delivery of goods – Rules as to Delivery of Goods – Conditions and Warranties – Doct
rine of Caveat Emptor – Remedies for Breach for Buyer and Seller – Rights of an Unpa
id Seller – Rights of Unpaid Seller against the Buyer Personally – Auction sale
Unit – 3
Contract of Agency
Essentials of Contract of Agency – Creation of Agency – Kinds of Agents – Comparison B
etween an Agent and Servant – Comparison Between an Agent and Independent Contract
or – Relationship of Principal and Agent – Duties of an Agent – Rights of an Agent – Dut
ies and Rights of the Principal – Delegation of authority by an Agent – Sub Agent – P
osition of Principal and Agent in relation to third Parties – Termination of Agenc

Unit – 4
The Company Act, 1956
Characteristics of a company – Types of Companies – Promotion and Formation of a Com
pany – Incorporation by Registration – Memorandum of Association – Doctrine of the Ult
ra – vires – Articles of Association – Doctrine of Indoor Management – Commencement of B
usiness – Prospectus – Contents of the Prospectus – Statement In Lieu of Prospectus – Me
mbership of a Company – Powers of the Board of Directors – Duties of the Directors – L
iability of Directors – Meetings of a company – Winding up of a Company

Unit 5
The Consumer Protection Act, 1986
Object of the Consumer Protection Act – Rights of Consumers – Definitions of Importa
nt Terms – Consumer Complaint - Consumer Protection Councils – Redressal Machinery -
District Forum – State Commission - National Commission, relief available to the
Cyber Law
Need for Cyber laws – Cyber law In India – Information Technology Act – 2000 – Defining
Cyber Crime – Types of Cyber Crimes – Preventing of Computer Crime
1. SS Gulshan, Business law, Excel Books.
2. S.C.Khuchal, Business law.
3. N.D.Kapoor, Business law.
4. V.Kubendran – Legal aspects of Business.
Equipments/Softwares and other teaching aids and tools: Computer, LCD Projector,
OHP, PowerPoint slides
Preferable Method of Teaching: Lectures and Case Study
Suggested components for evaluation for internal: Internal Test, Assignment and
Suggested contact hours required for teaching: 45 Hours


Course Number :
Objectives: Students are expected to integrate their knowledge gained in various
functional areas to make business decisions, from the general manager s point o
f view in the global and Indian context.
Teaching and Examination: Students are expected to keep abreast of the contempor
ary business practices by reading the business practices by reading the business
magazines and management journals.
Case studies, application project Seminars and group exercises will supplement t
he class lectures.
Unit I
Corporate Strategic Planning - Mission - Vision of the firm - Development, maint
enance and the role of leader - Hierarchal levels of planning - Strategic planni
ng process. Strategic management Practice in India. Competitive advantage of Na
tions and its implication on Indian Business.
Unit II
Environment Analysis & Internal Analysis of Firm:
General environment scanning, competitive & environment analysis - to identify o
pportunities & threat - Assessing internal environment through functional approa
ch and value chain - identifying critical success factors - to identify the stre
ngth & weakness - SWOT audit - core competence - Stockholders expectations, Sce
nario-planning - industry analysis.

Unit III
Strategy Formulation
Generic strategies - Grand strategies - Strategies of leading Indian companies -
The role of diversification - limits - means and forms. Strategic management f
or small organisations, non-profit organisations and large multi product and mu
ltiple market organisations.
Unit IV
Tools of Strategy : Planning and evaluation :
Competitive cost dynamics - experience curve - BCG approach - cash flow implicat
ion -IA-BS matrix - A.D.Littles Life-cycle approach to strategic planning - Busi
ness portfolio balancing - Assessment of economic contribution of strategy - Str
ategic funds programming.
Strategy implication & Control :
Various approaches to implementation of strategy - Matching organisation structu
re with strategy - 7S model - Strategic control process - Du Pont s control mode
l and other Quantitative and Qualitative tools - Balanced score card - M.Porter
s approach for Globalisation - Future of Strategic Management.
References :
1. Pearce & Robinson, Strategic Management, All Indian Travellors N D.
2. A.C.Hax and NS, Strategic Management: An Integrative Perspective, Majifu
, Prentice Hall.
3. Michael Porter, Competitive strategies.
4. John A Pearce II and Richard B Robinson, “Strategic Management: Formulatio
n, Implementation and Control”, 9th Edition, TMH, 2007
5. Michael Porter, Competitive Advantage of Nations.
6. Samul C. Certo and J.Paul Peter, Strategic Management, Second Edn. Conce
pts & Application, McGraw Hill.
7. Gregory G.Dess and Alex Miller, Strategic Management, McGraw Hill.
8. Gerry Johnson & Kevan scholes, Exploring Corporate Strategy: Text & Case
s, Prentice Hall India.
9. Jauch.L., Rajive Gupta & William.F.Glueck, Business Policy and Strategic
Management, Frank Bros&Co., 2003.
10. Fred R.David, Strategic Management Concepts & Cases, Pearson, 2003.
11. R.Srinivasan, Strategic Management, II edition, Prentice Hall of India,
New Delhi.

4.2 Computer Applications in Management (Only Practical Examination)


Course Number :
Section I:
Starting the Process – The Successful Business. Getting Your Plan Started. Making
Your Plan Compelling.
Section II:
Business Plan Components – The Executive Summary. Company Description. Industry An
alysis and Trends. Target Market. Competition. Strategic Position and Risk Asses
sment. Marketing Plan and Sales Strategy. Operations. Technology Plan. Managemen
t and Organization. Community Involvement and Social Responsibility. Development
, Milestones, and Exit Plan. The Financials. The Plan’s Appendix.
Section III:
Putting the Plan to Work – Preparing, Presenting, and Sending Out Your Plan. Looki
ng for Money. Using Your Plan for Classes and Competitions. Internal Planning fo
r Existing Businesses and Corporations. Time Saving Tips.
Section IV:
Special Considerations – Considerations for Internet, “e-businesses”. Considerations f
or Retailers. Considerations for Manufactures. Considerations for Service Busine
sses. Business Planning in a Weak (or Strong) Economy.
Section V:
Reference –
Outline of a Business Plan. Business Terms Glossary. Funding Sources. Research S
ources. Entrepreneurs’ Sources. Index. Sample Plan – Cover Letter. Executive Summary
. Company Description. Industry Analysis and Trends. Target Market. The Competit
ion. Strategic Position and Risk Assessment. Marketing Plan. Operations. Technol
ogy Plan. Management and Organization. Community Involvement and Social Responsi
bility. Development, Milestones & Exit Plan. Income Statement, Three – Year Projec
tion. Income Statement, Annual. Cash – Flow Projection. Balance Sheet. Sources and
Uses of Funds. Assumption Sheet.



Unit 1
Role of IMC in marketing process, IMC planning, Participants in IMC process – Clie
nts, Advertising and Specialised Services agencies. Perspectives on Consumer Beh
aviour – Learning and Decision making process. Basics of communication – Source, Mes
sage and channel factors. Objectives and Budgeting for IMC programmes.
Unit 2
Creative process, Planning and Development of Creative strategy, Appeals and Exe
cution styles, creative tactics, creative brief and approval; Copy writing for P
rint, Broadcast and Web media; Design and Production for Print, Broadcast and We
b media.
Unit 3
Media Profile – Print, Radio, Television, Film and Video, Internet and Supportive
Media – Audience, Types, Advantages and Limitations, Trends; Media Plan – objectives
, strategies, buying and scheduling, use of computers; Evaluating the effectiven
ess of advertising.
Unit 4
Direct Markeing and IMC – Objectives, Tools and strategies, Internet and IMC – Web p
articipants, objectives, developing and maintaining a website; Sales Promotion – G
rowth, Types, objectives, integration and effectiveness.
Unit 5
Public Relations – Planning process, tools and effectiveness, Personal selling and
IMC – Scope, Role, and Evaluation, Social, Ethical and Economic effects of advert
ising and promotion; Regulation of advertising and promotion.
1. George E. Belch and Michael A. Belch – Advertising and Promotion – IMC persp
ective – Tata Mc Graw Hill 2008.
2. Wells, Moriarty and Burnett – Advertising Principles and Practice, Pearson
Education, 2006.
3. Clow and Baack, - Integrated Advertising, Promotion and Marketing Commun
ications, PHI/Pearson 2007.
4. Shimp – Advertising and Promotion – IMC approach – Cengage Learning, 2007.
5. Jefkins and Yadin – Advertising – Pearson Education, 2003.
6. Kazmi and Batra – Advertising and Sales Promotion – Excel Books, 2007.
7. Chunnawalla – Advertising, Sales and Promotion Management – Himalaya Publish
ing, 2007.
8. Advertising & Promotion – IMC Perspective Kruti shate & Plan D’souza – TMH 200
9. Principles of Advertising & IMC – Tom Duncan – TMH II Edition, 2007.

Course Number :
AIM : To help students acquire familiarity of the knowledge and process of expor
t and import trade.
UNIT I : Export - meaning - scope - functions - Role of export in economic devel
opment - Planning for export - market analysis:- market intelligence and market
Research - market selection and entry strategies for export.
UNIT II : Legal aspects of export trade:- International law: Private Law - Tra
nsport contracts - Payment and credit - settlement of disputes - Indian Laws: E
XIM policy - Law relating to packaging - pricing - Advertising - distribution.
UNIT III : Export financing: methods and sources of export finance - Terms of p
ayment for export - Letter of credit - Institutional aid for export financing: R
BI, EXIM Bank, ECGC - commercial banks. Export pricing: Factors influencing expo
rt price - Forms of pricing - pricing approaches - Transfer pricing - Dumping -
International price quotation - Incoterms.
UNIT IV: India s export performance - Problems in export trade- Export promotion
- Need - Export promotion in India:- Institutional support for export promotion
- Export promotion incentives -EPZ & FTZ, 100% EOU, Export houses, Trading hous
es - Star Trading houses - Project and consultancy export -
UNIT V: Export Procedure and documentation: Export order execution - Product pr
eparation - quality control and Pre-shipment inspection - Pachaging - freight f
orwarders - Cargo insurance - customs clearances - Documentation Procedure and c
learing Export bills. Import Procedure:- Import licensing - Replenishment licen
se - Advance import license - Pass book scheme - Import of capital goods.
References :
1. TAS Balagopal - Export management - Himalaya
2. Varshney & Battacharya - International Marketing Sultanchand & sons
3. Francis chernmilam - International Trade and Export management - Himalaya
4. B.S Rathor - Export Management - Himalaya.
5. S. Shivaramu - Export Marketing - Himalaya
Course Number :
Consumer Behaviour and Marketing Strategy, nature and scope of Consumer Beh
aviour. Market segmentation and Consumer Behaviour.
Learning - nature, conditions relevant to high and low involvement strategies,
characteristics and types of learning, Brand loyalty, Brand equity & leverage
Perception - Process, interpretation, Perception and marketing strategy. Percept
ual process and buying behaviour.
Perception - Elements, Just notice able difference - its application to Consumer
Behaviour, Perceptual organization and defense, consumer imagery.
Motivation - Nature, motivational strategies, theories and their relevance, mar
keting strategies based on motivational conflict.
Personality - Psycho-analytical neo-Freudian and social approaches to personalit
y understanding consumer diversity, Brand personality, Self and self image.
Attitude formation & change - Tricomponent and structural models of attitudes,
sources of attitude formation, strategies of attitude change, cognitive diss
onance, attribution, self perception theories, Foot in the door phenomenon.
Groups - types, Celebarities, Family, Socialization of family members, Function
of family, Family decision-making and consumption - related roles, Family l
ife cycle.
Culture- Nature - Characteristics - Measurement, Sub-cultures – Nationality, age,
geographic, Regional and Sex, Subcultural interaction.
Cross culture : International perspective cross cultural consumer analysis,
Multinational strategies, Cross – cultural psychographic segmentation marketing
mistakes – undertaking differences.
Opinion leadership & process, Dynamics, motivation and opinion leadership,
Measurement and corporate strategy of opinion leadership.
Innovation, Characteristics, Types, Profile of consumer innovator, Diffusion of
innovation, Adoption process.
References :
1. Kurder, Consumer Behaviour, PHI/Pearson.
2. Schiffman.L.G. & Kanak.L.L., Consumer Behaviour, PHI/Pearson.
3. Loudon.D, Consumer Behaviour, Concepts & Applications, Albert Biutta, McGraw
4. Ingel, Roger & Blackwell, Consumer Behaviour.

4.Rural Marketing
Unit - I
Concept & scope, Nature & taxonomy of rural market. Rural vs. Urban marketing, R
ural market Environment.
Unit - II
Rural Consumer Behaviour Challenges, models of consumer behaviour, Decision proc
ess, Buying behaviour pattern, diffusion of innovation, brand loyalty.
Unit - III
Marketing Information System – Rural marketing intelligence system, Marketing Rese
arch – rural way Rural Research Business.
Unit - IV
Rural marketing strategies – Product strategy, pricing strategy, promotion & distr
ibution strategies.
Unit - V
Rural market segmentation – Degrees of segmentation, Bases of segmentation, Rural
Retail & IT models. Public – Private Partnership –

Recommended Books:
Rural marketing – C.S.G. Krishnamacharyulu & Lalitha Ramachandran: Pearson Educati
Rural marketing – T.P. Gopalaswamy: Vileas Publishing.
Rural marketing – U.C. Mathar: Excel books.


UNIT I: Introduction to financial services – Characteristics of Financial service

s – role of financial sector in the Economy – Institutional Framework of Indian fina
ncial system- merchant banking – functions of merchant bankers – pre issue activitie
s and post issue activities in issue management- SEBI guidelines on merchant ban
UNIT II: Financial markets: Classification of financial markets – primary and seco
ndary market – stock exchanges – performance of Indian capital market – money market:
instruments and participants
UNIT III: Factoring: concept, mechanism, types of factoring, benefits and functi
ons of factoring – factoring Vs Forfeiting, Factoring Vs Bills Discounting - facto
ring Indian scenario.
Depositories – mechanism and functions – credit cards and retail financing
UNIT IV: Mutual funds: concept – functions – types of funds – constitution of mutual
funds – SEBI regulation of AMCs – Evaluating mutual fund performance.
Asset securitisation: mechanism, participants and benefits – prospectus and proble
UNIT V: Credit rating: definition – features and advantages – credit rating symbols –
credit rating process – rating methodology – equity grading.
Venture capital: meaning – origin and growth of venture capital – stages of venture
capital financing – venture capital industry in India
1. Khan M.Y., “Financial Services”, Tata McGraw Hill Publication Limited, New D
elhi, 2009
2. Jeff Madura, “Financial Institutions and Markets”, South Western Cengage Lea
rning, New Delhi,2009
3. K.Sasidharan and Alex K Mathew, “Financial Services and System”, Tata McGraw
Hill Publication Limited, New Delhi, 2009
4. Bhole L.M and Jitendra Mahakud, “Financial Institutions and Markets: Struc
ture, Growth and Innovations”, Tata McGraw Hill Publication Limited, New Delhi, 20
Unit I: Investment – investment Vs speculation – characterstics of investments – inve
stment opportunities – investment process – risk and return – measures of return – sourc
es of risk – measuring risk – risk premium
Unit II: portfolio return and risk – diversification – modern portfolio theory – effi
cient portfolios – portfolio selection- capital market theory – capital market line –
market portfolio – CAPM and Security market line – Arbitrage pricing theory – single i
ndex model.
Unit III: Fundamental Analysis – factors consider in Economic Analysis – Industrial
Analysis: Industrial classification according to business cycle – Industry life cy
cle analysis – key characteristics in an industry analysis – qualitative aspects of
industrial analysis – company analysis fundamentals
Unit IV: Common stock valuation – Dividend discount model – PIE model – relative valua
tion ratios.Efficient market theory – Forms of market efficiency – Evidence on marke
t efficiency – implications of efficient market hypothesis.
Unit V: Technical Analysis Vs Fundamental Analysis – underlying assumption of tech
nical analysis – advantages – technical trading rules and indicators – momentum indica
tors – stock price and volume techniques Portfolio performance evaluation – risk adj
usted measures of performance: style analysis.
1. Donald E Fischer and Ronlad J Jorden, “Security Analysis and Portfolio Man
agement” Prentice Hall India Limited, 6th Edition, New Delhi
2. Charles P Jones, “Investment Analysis and Portfolio Management” Wiley Studen
t edition, Wiley India Limited, 9th Edition, New Delhi.2008
3. Reily and Brown, “Investment Analysis and Portfolio Management” South Wester
n Cengage Learning, New Delhi
4. Ranaganatham.M., and Madhumathi.R., “Investment Analysis and Portfolio Man
agement” Pearson Education India Limited, 2008
Course Number :
AIM : To enable the students to learn the principles and practices of developing
human resources.
UNIT I : Introduction to the concept and philosophy of HAD - Meaning, scope, imp
ortance, difference between traditional personnel management and HRD - Contextua
l factors and Human Resource System Designing. Role Analysis and HRD-Key perfor
mance areas, Critical Attributes, Role Effectiveness, Role analysis methods.
UNIT II : Performance appraisals and performance development - objectives of per
formance appraisal - The past and the future; Basic considerations in performanc
e appraisal; Development oriented appraisal system. Interpersonal Feedback and
performance counseling - Giving and receiving feedback; Developing dyadic relati
onship through effective counseling.
UNIT III : Potential Appraisal and Development. Career planning and Developmen
UNIT IV : Training - conceptual framework for training; learning principles; Id
entification of training needs; Determination of training objectives; Training p
rogramme design; Training methods and their selection criteria; Evolution and Fo
llow-up training.
UNIT V : Organization Effectiveness - Organisation Culture, HRD climate; Organi
zation Development - characteristics, HRD - OD interface, Managing change throug
h OD. HRD/OD approach to I.R. HRD implementation strategies and issues in Huma
n Resources System designing. HRD experiences in India - Emerging trends and pe
References :
1. Pareek Udai and T.V.Rao, Designing and Managing Human Resource Systems,
Oxford & IBH.
2. Rao T.V.performance Appraisal: Theory and Practice.AIMA-Vikas.
3. ILO: An Introductory course in Teaching and Training Methods for Managem
ent Development. Sterling Publishers.
4. Rao T.V.et.al.(ed) Alternative Approaches and Strategies of HRD Rewat Pu
5. Silvera D.M. - Human Resource Development - the Indian Experience New In
dia Publications.
6. Rao VSP, Human Resource Development, Response Books, 2001.
7. Kandula S.R, Strategic Human Resource Development, PHI, 2001.


Course Number :
Managing Interpersonal Effectiveness. This is a self and Personality developmen
t course to be integrated with exercises and experiential learning.
Self Definition and Perception. Self Schemes, Gaining Self Knowledge, Self Knowl
edge, Self awareness, Self effectiveness, Self presentation motives and Strategi
es, Self monitoring, Impression Management.
Communication and language, models of - oral - Qualities and profile of a good
speaker, written - clarity, responsibility, simplicity, style, brevity Interpers
onal Communication - Barries - ways of over coming - Nonverbal Communication - P
aralanguage, Eye Contract, Facial expression, Kinersics, Body language, Deceptio
n, and Detecting deception.
Assertive Training
Nature, importance & relevance to organizational life - Assertion and aggression
, Assertive writing, preparing for assertive business writing - tools, tips, pi
tfalls, persuation. When to say Yes/No. Being assertive with oneself - cutting,
rewriting, editing and How to enhance individual assertiveness?
Transactional Analysis
Introduction, Ego States, exclusion contamination, strokes, Life positions, Type
s of Transactions, Time Structures - Withdrawal, Rituals, Pastimes, activities,
games - types, Stamps, Rackets and sweat shirts, scripts. Advantages and disadva
ntages of TA, TA tips for performance interviews, Development Planning with subo
rdinates, TA tips for selection.
Introduction - other interventions - steps Elements of Counseling - Counseling a
s a helping strategy and Significance Predicting People s Problems Journey into
life space. Anxiety and stress Counseling to develop organisations, Check list
for Counselors, Training for Counseling.
References :
1. Venkatapathy.R and Jackson.P.T. Managing Interpersonal Effectiveness, Adhith
Publishers, 2003.
2. Thomas Harris I m okay, you re okay.
3. Fishert Uray Getting to Say yes: Negotiating an agreement without giving in
AMA, 1993.
4. www. Ta Tutor.
5. Robert L.Gibson and Marianne H.Mitchell, Introduction to Counseling and Guida
VI edition, PHI, 2005.

Unit I : Introduction - Definitions and frameworks - Categories and typologies
-Historical contexts and precedents -Characteristics of events -The market deman
d for events -Introduction - Size and scope of the events market - Determinants
and motivations- The structure of demand for events. THE EVENTS BUSINESS: supply
and suppliers: Introduction -The structure of events services: public sector -T
he structure of events services: private sector - Companies and their roles -Vol
untary bodies, committees and individuals. SOCIAL, ECONOMIC, POLITICAL AND DEVEL
OPMENTAL IMPLICATIONS: Introduction - Social and community implications - Econom
ic implications - Political implications - Developmental implications –
Unit II - Managing Events: MAKING A START: Introduction - Getting organized- Eve
nt feasibility: finding and testing an idea - The screening process - Progressin
g the idea. EVENTS PLANNING: Introduction - The planning process - Objectives, e
nvironmental search and information-gathering - Demand and operational planning
- Financial planning - Marketing planning - Getting it together
Unit III: FINANCIAL MANAGEMENT AND THE BUDGET: Introduction - Objectives and fin
ancial planning - Creating a budget - The detailed budget -Who spends what -Othe
r sources of income -Sponsorship and public funding. THE EVENT: Creating the amb
rket - How to influence the target market - The marketing plan -Marketing for a
new event - Marketing for repeat events and new editions. MANAGING THE EVENT AS
A PROJECT: Introduction - The event as a project - Risk management - Legalities
and insurance - Systems set-up and ticketing - Operational activities
Unit V: THE ORGANIZATION MANAGER AND THE TEAM: Introduction - Organization - Org
anizational effectiveness -Staffing: professional or volunteer - Factors influen
cing the number and type of staff - Finding staff - Running the event on the day
. CLOSE-DOWN, EVALUATION AND LEGACIES: Introduction - Close-down Evaluation - Di
vestment and legacies.
Anton Shone & Bryn Parry, Successful Event Management , Cengage Learning India E
Fenich, G. (2005). Meetings, Expositions, Events, and Conventions: An introducti
on to the
industry. New Jersey: Pearson Prentice Hall.
Getz, D. (1997). Event Management & Event Tourism. New York: Cognizant Communica
Montgomery, R. J. and Strick, S. K. (1995). Meetings, Conventions, and Expositio
ns: An
Introduction to the Industry. New York: John Wiley & Sons, Inc.


Course Number :
To enable students in learning production management techniques and process at a
dvanced level.
Impact of Technology on Production; Economics and Social Issues – Automation – Opera
tion strategy and competitiveness – economy studies for Investment and replacement
in Production Management.
Design of the systems and procedures: Product Decision and Process Selection – Des
ign of facilities.
Design of Production, planning and control system – design on scheduling system – de
sign of inventory system – design of maintenance system.
Productivity Techniques – Application of quantitative models for production planni
ng and control – process charts, network analysis.
Human aspects of production management – Methods of improving business process re-
engineering – synchronous manufacturing – production planning and financial planning
1. Chase and O’ Aqulano – Production and Operations Management
2. J.D. Radford and D.B. Richardson Oriver W. Wight – The Management of Produ
ction and Inventory Management in Computer area
3. Powell Niland – Production Planning, Scheduling and Inventory control
4. Floyd C. Mann and L. Richard – Automation and the worker Heffman
5. S.C. Agarwal – Maintenance Management
6. E. Leno J. Miller – Modern Maintenance Management Jerome W. Blood (ed)
Course Number :
Unit I
Telecommunication Networks : Introduction - LAN - WAN- Internet - What is Electr
onic Commerce - Brief history of Electronic Commerce - Advantages and Limitation
s of Electronic Commerce - Types of Electronic commerce - Integrating Electronic
Commerce- Key questions for Management
Unit II
The Internet and the World Wide Web: The Internet Today - History of the Web - U
nique benefits of the Internet - Internet Architecture - World Wide Web - Concep
ts and Technology - Creating Web pages - Launching a Business on the Internet.
Unit III
Electronic Payment Systems: Overview of the Electronic payment Technology - Requ
irements for Internet Based payments - Electronic payment Medias - Electronic co
mmerce and banking.
Unit IV
E-security: Security in the cyberspace - Designing for security - Virus - Secur
ity Protection and Recovery - Encryption - The Basic Algorithm System - Authent
ication and Trust - Key management - Internet Security Protocols and Standards -
Other Encryption issues.
Unit V
Web based Business: Business-to-Business Electronic Commerce-Intranets and Extra
nets - Intranets and Supply Chain Management - Legal and Ethical issues - Case s
1. Elias. M. Awad, " Electronic Commerce", Prentice - Hall of India Pvt Lt
d, 2002.
2. Ravi Kalakota, Andrew B. Whinston, "Electronic Commerce - A Manager s gu
ide", Addison - Wesley, 2000.
3. Efraim Turban, Jae Lee, David King, H.Michael Chung, “Electronic Commerce –
A Managerial Perspective", Addison - Wesley, 2001.
4. Elias M Award, “Electronic Commerce from Vision to Fulfilment”, 3rd Edition,
PHI, 2006
5. Judy Strauss, Adel El-Ansary, Raymond Frost, “E-Marketing”, 3RD Edition, Pea
rson Education, 2003
6. Ravi Kalakota, Andrew B. Whinston, "Frontiers of Electronic Commerce”, Add
ition – Wesley, 2000.


Course Number :
Unit I
System Concepts & Information System Environment : System concepts - definition,
characteristics of a system, Elements of a system, Types of a System, introduct
ion to System Analysis and Design - System Analysis, System Design, System Devel
opment Life Cycle.
Unit II
The Information System Analysis : Introduction - where does the system analysis
come from? - What does it do? - Preparing for Career as a System Analyst - Gener
al Business Knowledge - Technical Skills - Communication skills - Role of System
Analyst - Change Agent - Investigator and Monitor - Psychologist, Sales Person,
Motivator, Politician, Place of the System analyst position in the MIS organiza
Unit III
System Analysis : Problems who System Development Life Cycle approach, Neet for
a Structured approach, Information Gathering. A problem solving approach - Data
Flow Diagrams, Data modeling with logical entity reltionship. Process modeling
with logical data flow diagram, Dta dictionary, Decision Tree, Decision tables
and Structured English.
Unit IV
System Design : Introduction, The Process of Logical & Physical design - Modern
Computer Databases - Different kinds of databases - E-R models - E-R diagrams -
Normalization. Computer outputs and controls, computer inputs and controls, Cod
e design, Computer based methods, procedures and controls.
Unit V
System Implementation : System testing Conversion Compating resistance to change
Post Implementation review Software maintenance Hardware/Software Selection
Seuruty disaster/ recovery and ethics in System development.
Case Analysis.
References :
1. System Analysis and Design - Elias M.Awad.
2. System Analysis and Design - Jerry L.Whitten, Lonnie D.Bently & Victor M.Bar
3. System Analysis and Design - A case study approach - Robert J Thierauf.
4. Data base System Concepts - Henry F.Korth,Abraham Silberchatz & Sudharsan.
5. System Analysis and Design - Kendall, Pearson, 2002.


Course Number :
The Course is aimed at acquainting the student with various objectives and funct
ions of Materials Management. This course also lays emphasis on decision making
Concept and significance of Integrated Materials Management
Materials codification and computerization
Inventory Planning and Control
Models – Theory and Practice ABC, VED and other classifications EOQ – Reorder point –
Lead Time Analysis – Safety – Stocks – Q System – P System – S System.
Materials Requirement Planning (MRP)
Materials Problems in Indian Conditions and Inventory Audit and Inventory Audit
and Information Systems.
Purchasing Fundamentals – Make or Buy – Source Selection – Vendor Rating – Value Analysi
Purchase Negotiations – Purchase Timing – Purchase Contracts – Purchase Insurance
Purchasing Capital Goods, Seasonal Goods, Imported Goods
Deferred Payment Schemes – Lending Institutions – Leasing Trends.
Governmental buying – D.G.S.&D – Evaluation of Purchase Performance.
Location and Layout of Warehouses and stores – Different typical models.
Stores Procedures and Records for Receipt, Inspection, Issue, Reorder checking – K
ardex Sores Accounting.

Practical problems in Management of Dead Stocks, Surplus stocks and scraps – Evalu
ation of Stores Performance.
Materials Handling and Transportation Management
Case Studies
1. P. Gopalakrishnan, Purchasing and Materials Management, Tata McGraw Hill
Publishing Company Ltd.
2. A.K. Datta – Integrated Materials Management A Functional Approach – Prentic
e Hall of India P. Ltd.
3. M.S. Sandilya and P. Gopalakrishnan – Inventory Management: Text and Cases
– Macmillan Indian Ltd.
4. M.D. Patel, A. Chunawalla and D.R. Patel – Integrated Materials Management
(Concepts & Cases) – Himalaya Publishing House.


Course Number :
Quality – meaning and importance; Principles of quality gurus; Quality improvement
techniques – pareto diagrams, cause-effect diagrams, scatter diagrams and run cha
rts; Statistical concepts – definitions, measures of central tendency, measure of
dispersion, concepts of population and samples and normal curves; Costs of quali
ty; Process variation – Basic forms and Taguchi’s view of variation.
Statistical process control charts – p chart, np chart, X-bar chart, R chart, S ch
art and c chart; Process capability index; Acceptance sampling – single sample pla
n, sequential sampling plan, producer and consumer risk, operating characteristi
c curve and double sampling plan; Design of experiments – Two level experiments, o
rthogonal array, grand mean effect, effect of the factors, repetition error effe
ct, determining significant factors and optimum results.
Quality loss function; Taguchi loss functions; Types of quality loss function; R
obust design process; Parameter design process; Parameter optimization experimen
t; Experimental approaches – one-factor-at a time experiment, full and fractional
factional experiment; Analysis of mean (ANOM) and Analysis of variance (ANOVA);
Failure mode and effect analysis.
Reliability – definition and concepts; Product life characteristic curve – bath tub
curve; Reliability function; Reliability engineering; Total quality management – p
rinciples and practices; Customer satisfaction; Total employee involvement; Tota
l production maintenance; Quality assurance; Quality circle; Quality audit – world
class standards.
Quality standards; ISO 9000 : 2000 – concepts, various procedures / clauses, certi
fication requirements, implementation of ISO 9000 in Indian business environment
al; IS 14000 – concepts and importance; Six sigma; Service quality measurements – SE
RVQUAL and national and international standards.
1. Douglas C. Montgomery, Introduction to Statistical Quality Control, 4th
2. Donna C.S. Summers, Quality, Prentice-Hall, 2006, 4th Edition
Dale H. Besterfield, et.a. Total Quality Management, Prentice Hall,
Course Number :
Unit I
Retailing - An introduction: Definition, Functions, Importance, Types of retaili
ng - Store and Non Store; Retailing in India - Current Scenario, Retailing from
International perspectives; Consumer buying decision process - influencing facto
rs, Consumer shopping behavior.
Unit II
Retail planning - Purpose, method, structure and monitoring the plan; Retail bra
nd management- positioning, personality, Types of brand, Brand and life cycle; M
erchandise management - Meaning, Methods, Assortment and Inventory; Purchase neg
otiation, Supply channel and relationship, SCM principles, and retail logistics.
Unit III
Retail location decision - Trading area analysis, Types of location Site evaluat
ion; Store design - layout and space management, Visual merchandising and displa
ys; Retail pricing - approaches, influencing factors, Price sensitivity, and mar
k down policy.
Unit IV
Retail promotion - setting objectives, Role of advertisiting, sales promotion, p
ersonal selling public relations and relationship marketing in retailing; Human
resource issues and considerations; Customer service management.
Unit V
Impact of information technology in retailing - Integrated systems and Networkin
g EDI, Bar Coding, Customer database management. Electronic retailing - Role of
web, on line retailing, Factors to be considered in having a Web site, limitati
ons of web and future trends; Consumerism and Ethics in retailing - Social and G
reen issues; Retail audit.
Reference :
1. Berman and Evens, Retail Management, PHI.
2. David Gilbert, Retail Management, Financial Time/Prentice Hall.
3. Gibson Vedamani, Retail Management, Jaico Books.
4. Levy & Weitz, Retail Management, Tata McGraw Hill.


Introduction – Concepts - Scope of the Hospitality Industry – Service and Product of
Hospitality – careers in Hospility Industry –
Relationship of Hospitality to Travel & Tourism – Marketing & Promotion of Hospita
lity – and Tourism – The Impact of Hospility Service in Travel &Tourism – Global Issue
s of Hospitality.
Lodging – Dynamics of the Lodging Industry – Classification of Lodging properties – Ma
rketing of Lodging services – Hotel management operation – Administrative Department
– Service Department –
Food and Beverage Services – Forms of services – Types of Restaurant and ownership – H
istorical overview of cooking of the cubinary Arts – Menu planning and Development
– Trends in Beverage consumption – Non Alcoholic of Alcoholic Beverages –
Specialized segments of Hospitality Industry – Meeting, conventions of expositions
– Reasons for growth of specialized Hospitality segments – Hospitality functions &
Long term Residential Health care – Managing leisure segment of Hospitality indust
Text Book –
1. John R. Walker – Introduction of Hospitality Management Pearson Eduction Inc ,
New Delhi – Second Edition -.
2. Kye-sung (Kaye) Chon – Raymond T. Sparrowe – “Welcome to Hospility – an introduction –
Cengage learning India (pvt) Ltd, - New Delhi – Second Edition.


Concept of hospitals – planning and design of hospital( building and ph
ysical layout) – Space required for separate function – different types of
hospitals – problems and constraints in different type of hospitals – hi
story of hospital development- Department and organization structure of di
fferent types of hospital. Vertical & Horizontal – Clinical & Non clinica
l – supportive & ancillary service departments
Concept of project management – concept of project – categories of projects – projects
life cycle
phases – project management concepts – tools and techniques for project management.
Project formulation – stages – bottlenecks – feasibility report – financing arrangements

finalization of projects – implementation of schedule.
Organising human resources and contracting – project manager – project mana
ger’s authority – The project manager – roles and responsibilities of projec
t manager project organization – accountability in project execution – cont
racts and tendering ,selection of contractors – team building
Organizing system and procedures – working of system – design of system –
project work system design – work break down structure – project execution plan
– project procedure manual project control system – planning scheduling and mon
itoring – monitoring contracts and project diary. Project implementation stage
s direction – communication in a project – coordination guidelines for effective
implementation reporting in project management – project evaluation and
its objectives types and methods.
Planning & Management of Medical Care Hospital Services(Back Ground Papers)
Conducted by Department of Medical Care and Hospital Administration NIH &FW, New
Building a Hospital – A Premier for Administrator - John Rea,J Jaffrey J Fron
Malcolm D.Maccoun.
Site Selection for Health Care Facilities - James Lifton, Owen B Hard y
Planning Health facilities for patient and visitors - Janet Reinstein Carpm
qan Myro A Grant Deborah A.Simmons
Hospital waste management - John Blackman
How to evaluate equipment and service contract - Henry Alder
Hospital facilities planning and Design - G.D.Kuders


Meaning and scope of patient care services – significance of patient care – role of
administration in -patient care – classification of Hospital. Front office servic
es – outpatient services – inpatient services – Accident and Emergency services – Billin
g services
Lab services – Radiology and Imaging services – Rehabilitation services – Blood bank
services – Telemedicine Operation theatre – Intensive care units – Hospital
acquired infections – Sterilization – Nursing services – Ward Management
Concept of quality – Quality control – Quality assurance – ISO 9000 standards – TQM –
Accreditation – NABL – JCAHQ – Quality manual
Nutrition and dietary services – pharmacy services – Medical records services. Laund
ry services – Housekeeping services – Energy conservation methods- Cost co
measures in a hospital . Transportation services – Mortuary services – Hospital secu
rity services
Facilities Engineering – Maintenance of Civil Assets- Electrical supply
and water supply – Medical gas pipeline – plumbing and sanitation – Air conditionin
g system – Hot water and steam supply – Communication system – Biomedical engineering
department in modern hospital. Disaster management – Fire Hazards – Engineering Ha
zards – Radiology hazards
Management pro cess in Health care - S.Srinivasan
Hospital Department Profiles - Gold Berry A.J
Hospital and facilities planning and Design - G.D.Kunders
Hand Book of Bio-Medical Engineering - Jacob Kline
Clinical Engineering Principles and Practices - Webster J.G. and Albert M.Coo
Maintenance Planning and Control - Antony Kelly
Hospital Engineering in Developing Country - Hans Pfeiff, Veera
Course Number :
To familiarize the students with the concepts of supplies pertaining to purchase
, storage and issue of materials and stock maintenance of finished goods.
Introduction to Supply Chain Management (SCM) – Concept of SCM – Components of SCM,
an overview – Features of SCM – Strategic issues in SCM. SCM current scenario – Value
chain management and customer relations management.
Customer focus in SCM – Demand planning, Purchase planning – Make or Buy decision – In
digenous and global sourcing Development and Management of suppliers – Legal aspec
ts of Buying – Cost management – Negotiating for purchasing / sub contracting – Purcha
se insurance – Evaluation of Purchase performance (performance indices). Inventory
management – Financial impact of inventory.
Manufacturing Scheduling – Manufacturing flow system – Work flow automation – Flexibil
ity in manufacturing to achieve dynamic optimization – Material handling system de
sign and decision. Ware housing and store keeping – Strategies of ware housing and
store keeping – Space management.
Logistics management – Role of logistics in SCM – Integrated Logistics Management – Tr
ansportation Design and decision – Multi modalism – Third party logistics services a
nd providers – Facilities management (Port/Airport/ICDs) Channels of distribution –
Logistics and customer service.
Information technology and SCM: EDI, ERP, Internet and Intranet, E-Commerce, Adv
anced Planning System, Bar Coding, Tele communication network, Video Conferencin
g and Artificial Intelligence. Best practices in Supply Chain Management – Organiz
ational issues to implement SCM.
1. Supply Chain Management – For Global Competitiveness – B.S. Sahay – Macmillan
India Limited, 1999.
2. 2.Supply Chain Management: Strategy planning and operations – Sunil Chopra
and Peter Meindal, 3rd Edition, PHI, 2007
3. 3.Designing and Managing the Supply Chain: Concepts, Strategies and Case
Studies – Simchi-Levi, Kaminsky and Simchi-Levi, 2nd Edition, TMH, 2007
4. 4.Robert B.Handfield & Ernest L.Nichols.JR., Introduction to Supply Chai
n Management, Prentice Hall of India, New Delhi.

Unit 1
Service – Meaning, Nature and Types; Growth and importance of service economy, - B
ehaviour of service customers, Segmentation, Targeting and Positioning Strategie
s; Service marketing plan – Service Mission and other components, Globalisation of
Unit 2
Service product design and offer, Service differentiation, Demand and supply man
agement, Service Pricing, Service Distribution channels and delivery, External m
arketing communication.
Unit 3
Service scape, Service Process, Service quality and its measurement, Service fai
lures and recovery, Service guarantee, Complaint management, People in services,
Internal marketing and employee empowerment, Technology and its impact on servi
ces, Ethics in services.
Unit 4
Marketing of Hotel, Travel and Tourism, Leisure and entertainment, and Transport
– Passenger and Cargo, Telecommunication services.
Unit 5
Marketing of Banking, Insurance, I.T, enabled services, Consultancy, Healthcare,
Education, Charity and Social Marketing.
1. Services Marketing – Christopher Lovelock – Pearson Education – 2003.
2. Services Marketing Indian Edition – Zeithmal, etal – Mc Graw Hill 2008.
3. Marketing of Services – Indian Edition – Hoffman and Bateson – Cengage Learnin
g 2006.
4. Services Marketing – Helen Woodruff – Macmilan.
5. Essence of Services Marketing – Adrian Payne – Prentice Hall.
6. Services Marketing – Ram Mohan Rao – Pearson Education – 2007.
7. Services Marketing – Rajendra Nargundkar – Tata Mc Graw Hill – 2006.
8. Services Marketing – Govind Apte – Oxford University Press – 2004.
9. Services Marketing – S. M. Jha – Himalaya Publishing – 2000.
10. Services Marketing – Ravi shankar – Excel Books – 2004.
11. Services Marketing – Bhattacharjee – Jaico Books – 2006.
12. Services Marketing – Harsh Verma – Pearson Education – 2008.

Course Number :
Concept of a brand – Evolution, perspectives, anatomy, types of brand names, brand
name associations, Brands Vs Products, Advantages of Brands to consumers & firm
s. Brand elements: Components & choosing brand elements, Branding challenges &
Brand positioning – Basic concepts – alternatives – risks – Brands & consumers –Strategies
for positioning the brand for competitive advantage – Points of parity – Points of
difference - Buying decision perspectives on consumer behaviour, Building a stro
ng brand – Method & implications.
Brand Image, image dimensions, brand associations & image, Brand identity – perspe
ctives, levels, and prisms. Managing Brand image – stages – functional, symbolic &
experiential brands. Brand Equity – Sources of Equity. Brand Equity models, Bran
d audits. Brand Loyalty & cult brands.
Leveraging Brands – Brand extensions, extendibility, merits & demerits, Line exten
sions, line trap – Co-branding & Licensing Brands. Reinforcing and Revitalisation
of Brands – need, methods, Brand Architecture – product, line, range, umbrella & so
urce endorsed brands. Brand Portfolio Management.
Brand valuation – Methods of valuation, implications for buying & selling brands.
Applications – Branding industrial products, services and Retailers – Building Brand
s online.
Indianisation of Foreign brands & taking Indian brands global – issues & challenge
1. Kevin Lane Keller, Strategic Brand Management, PHI/Pearson, New Delhi.
2. Kapferer, Strategic Brand Management, Kogan Page, New Delhi.
3. Harsh Varma, Brand Management, Excell Books, New Delhi.
4. Majumdar, Product Management in India, PHI.
5. Sengupta, Brand Positioning, Tata McGraw Hill.
6. Rameshkumar, Managing Indian Brands, Vikas.
7. Chandrasekar, Product Management, Himalaya.

Course Number :
Types, Functions, Relationship, Retailing – Structure, operations and strategies,
wholesaling – structure, operations and strategies, Physical Distribution – Structur
e and strategy.
Channel Planning, Designing Channel Systems – Organising patterns – Channels Policie
s, Channel Communication and information systems, Assessing marketing channel pe
rformance, Distribution cost analysis.
Channel Management by wholesalers and Retailers – Retail formats – Franchise-designi
ng and management Telemarketing, e-marketing, e-tailing, Integrated distribution
Identifying and Understanding consumers - Choosing a store Location – Trading area
analysis and site selection, Buying and handling merchandise, pricing and finan
cial management – Establishing and maintaining a retail image. Customer service
Importance of Physical distribution, Logistics System analysis and design, Organ
ization and control, Role and Importance of warehousing, Warehouse Type, Size, n
umber, location, prerequistion for Warehousing, Warehousing in India, Inventory
Control – Cost and issues – Risk Management.
References :
1. Marketing Channels – Louis.w. Stern & Abel I. Elansary – Prentice Hall India
2. Retail Management – A Strategic Approach – Berry Berman & Joel.r. Evans – Macm
illan, New York.
3. Physical Distribution MGT – Logistical Approach – K.K Khanna – Himmalaya.
4. Contemporary Logistics – James C Johnson & Donald F. Wood – Himalaya.
5. Strategic Marketing Channel MGT – Donald Bowersox, & Bixby Cooper – MC Graw
Hill International.
6. Retail Marketing Management – David Gilbert – Pearson Education/Prentice Hal


Course Number :
Subject Description:
IFM describes the international financial environment, foreign exchange and deri
vatives market, managing foreign exchange risk, foreign Investment analysis and
the ways to managing multi national working capital management.
On successful completion of the course the students must be able to
1. Understand International Financial Environment
2. Understand the operations of foreign exchange derivatives market
3. Manage the foreign exchange risk
4. Analyse the foreign investment proposals
5. Manage the working capital of MNCs .
UNIT – I IFM Environment :
MNC and Multinational Financial Management – The determination of Exchange rates-
the international monetary system- parity conditions in international finance an
d currency forecasting – The balance of payments and international economic linkag
UNIT – II Derivative Management and Foreign exchange Risk Management:
The foreign exchange market – currency futures and options market- swaps interest
rate futures. Managing Transaction and translation exposure- Measuring and mana
ging economic exposure.
UNIT – III Financing MNCs:
International financing and capital markets-Euromarkets, – the cost of capital and
foreign investments.
UNIT – IV Foreign Investment Analysis:
International portfolio investment-corporate strategy and Foreign Direct investm
ent- Capital budgeting for MNCs
UNIT – V Multinational Working Capital Management.
Financing foreign trade - Current Asset management and short term financing – m
anaging multinational financial system-Foreign Exchange Management Act.
References :
1. Alan C. Shapiro multinational Financial Management 8th edition. Wiley India
Delhi 2008.
2. Eun / Resnick International Financial Management Tata Mc Graw hill – New Delh
3. Levi .D Maurice International Finance Mc Graw Hill New Delhi 2008.
4. P.K. Jain and others. International Financial Management Mac Millan co. New


Subject Description: Provides an overall view of the risk, risk management proce
ss. It further elaborates on property and liability risk management, Life, Healt
h and income exposures. It explains the state of affairs of insurance industry i
n India.
Goals : To help the student to understand the risk and its management process th
rough insurance and other methods.
On successful completion of the course the student should be able to
1. Calculate the risk and manages it
2. Understand the Property and Liability Risk Management techniques
3. Understand the risk management techniques of Life, Health and Income
4. Understand the functioning of Insurance Industry in India.
Unit – I
Risk – Risk identification evaluation, Property and liability Loss exposures, Life
, Health, and Loss of Income exposures and non insurance risk management techniq
ues. Selecting and Implementing Risk management techniques.
Unit – II
Property and liability risk Management- Risk Management of commercial property,
Business liability and risk management insurance - Workers’ compensation and alter
native risk managing.
Unit - III
Risk Management of Auto owners - Insurance Claims – the need for insurance-persona
l automobile policy-personal automobile rating- premium and death rates-cost con
tainment- advances in driver and auto safety. Risk management of home owners pol
icy coverage-perils covered by the policy-flood Insurance-personal articles floa
ter-personal risk management
Unit – IV
Loss of life –types of life insurance- tax incentives for life insurance- Life ins
urance contract provisions. Loss of Health- Health insurance providers- mechanic
s of cost sharing- health expense insurance- disability income insurance - heath
insurance policy provisions - health care reforms. Annuities- structures of ann
uities- annuity characteristics- annuity taxation. Employees benefits- health an
d retirement benefits.
Unit – V
Life and General insurance industry in India – IRDA Act- Investment norms – Protecti
on of policy holders Interest.
1. Jave S. Trieschimam, Sandra G. Gustarson, Robert E Houyt, Risk Management
and Insurance Thomson Sowlla Western Singapore 2003.
2. Scoh E Herrington Risk Management and Insurance Mc Graw Hill New Delhi 20
3. Dorfman Mark S Introduction to Risk Management and Insurance 8th Edition.
Prentice Hill India New Delhi 2007.
4. Harold D Stephen and W Jean Kwon Risk Management and Insurance Blackwell
Publicing co., New York 2007.
5. Misra M.N. and Misra S.R Insurance Principles and Practice S .Chand and C
New Delhi 2007.
6. Gupta P.K. Insurance and Risk Management Himalayan. Publishing House New
Delhi 2008.

Introduction to cost management and basic cost management concepts. A Systems fr
amework; factors affecting cost management; cost assignment: Direct tracing and
allocation - Functional -based and Activity -based cost management systems.
Cost Behaviour-Basics- Resources. Activities and Cost Behaviour- Methods for sep
arating mixed costs into Fixed and Variable components- Reliability of Cost Form
ula Cost Estimation using Multiple Regression- The Learning Curve and Non-linear
cost Behaviour.
Activity Based Costing- Functional based product costing- ABC costing system-Pro
duct and service costing - Job order system - Characteristics of the productio
n process - single and multiple overhead rates- An overview of cost allocation-A
llocating one department s costs to another department.
Decentralisation and Responsibility Accounting Performance Evaluation-Investment
Centers - Transfer pricing - Setting transfer prices.
Strategic Cost Management Basic Concepts - Value Chain Analysis- Life Cycle Cost
Management - JIT and its effect on cost management system.- Activity Based Mana
gement -The Balanced Scorecard- strategic based control.
Books for Reference:
1. Cost Management - Guan. I lansen and Mower. (South Western
2. Cost Management: A Strategic Emphasis - Blocher, Chen, Cokins and Lin. (
Me Graw Hill)
3. Advanced Management Accounting - Atkinson and Robert Haplan. (Prentice H
of India)
4. Cost Management - .lawahar Lai (Tata Me Graw Hill)
5. Introduction to Management Accounting - Hongren, Sundem and Stratton. (P

Course Number :
AIM : To enable the students on the principles and practices of developing organ
izations. The specific areas covered are:
Introduction to Organisation Development:- Concepts, Nature and Scope of O.D. :
Historical Perspective of O.D. - : Underlying Assumptions & Values
Theory and Practice on change and changing - The Nature of Planned Change - The
Nature of Client Systems : Group Dynamics, Intergroup - Dynamics and Organisatio
ns as Systems.
Operational Components of O.D - Diagnostic, Action and Process - Maintenance com
O.D.Interventions: - Team Interventions - Inter-group Interventions - Personal,
Interpersonal and group process interventions - Comprehensive interventions -
Structural Interventions.
Implementation and assessment of O.D - Implementation conditions for failure and
success in O.D. - efforts. - Assessment of O.D. and change in organisational pe
rformance - The impact of O.D.
Some key considerations and Issues in O.D - Issues in consultant - Client relati
onship - Mechanistic & Organic systems and contingency approach - The future of
O.D. - Some Indian experience in O.D
References :
1. Wendell L.French & Cecil H. Bell,Jr.Organization Development, PHI Fourth ed
2. French, Bell and Zawacki - Organization Development Theory, Practice and
Research Universal Book Stall, Third Edition.
3. Rosabeth Moss Kanter: The change Masters, Simson & Schaster.


Course Number :
AIM : To familiarise the students with the knowledge of industrial relations an
d their impact on managing human resource.
UNIT I : Industrial Relations - Concepts and systems - IR at National and Intern
ational levels - Infrastructure that guide and direct Industrial relations - Tre
nds in India.
Trade unionism - Theory, Policy - their influence on HRM - objectives and functi
ons - structure - Types - Indian Trade Union movement - Their strength and weakn
UNIT II : Labour Relations :- Industrial relations - industrial disputes - caus
es - handling and settling disputes - employee grievances - steps in grievance h
andling - causes for poor industrial relations - remedies.
UNIT III : Collective Bargaining :- Concept - function and importance - Princip
les and forms of collective bargaining - Procedure - conditions for effective co
llective bargaining - worker s Participation in management:- Role and methods of
worker s participation.
UNIT IV : Working Conditions: Factories Act 1948 - The Workman s Compensation Ac
t, 1923 - The Employee s State Insurance Act, 1948 - The Employee s Provident Fu
nds and Miscellaneous Provisions Act, 1952.
UNIT V : The Payment of Wages Act,1936 - The Minimum wages Act, 1948 - The Indus
trial Disputes Act 1947 - The Industrial Employment (Standing Orders) Act,1946 -
The Trade Union Act, 1926 and latest legislations.
References :
1. Personnel Management & Industrial Relation -P.C.Tripathi
2. Dynamics of Personnel Management - C.B.Mamoria
3. Human Resource Management - N.G.Nair & Latha Nair Sultan Chand & Sons.
4. Essentials of Human Resource Management and Industrial Relations – P.SubbaraoH
5. N.D. Kapoor - Mercandile Law - Sultanchand & Sons
6. R.Venkatapathy & Assissi Menachery - Industrial Relations & Labour Legislati
- Aditya Publishers.


Unit I
Introduction to Software Projects : Introduction- software projects - software p
rojects versus other types of projects - Projects Management - Requirements spec
ification - An overview of project planning - Project evaluation: Strategic and
technical assessment - Risk evaluation - Project Analysis and Technical planning
- Software Estimation.
Unit II
Activity planning : Objectives- Project schedules and activities-Different plann
ing models - Sequencing and Scheduling projects - Network planning model - short
ening project duration - Identifying critical activities - Risk Management: Natu
re of risk-Management risk-Evaluation risk
Unit III
Resource Allocation : Nature of resources-Resource requirements-Creating Critic
al path and counting the cost- Monitoring and control: Responsibility-assessing
progress-setting cheek points- taking snap shots- collecting data - visualizing
progress - Cost monitoring - Priority monitoring - Managing people and organizin
g teams.
Unit IV
Software Configuration Management : Basic Functions - Responsibilities - Standar
ds - Configuration management - Prototyping - Models of Prototyping - Planning f
or small projects: Introduction - Some problem with student projects - Content
of project plan.
Unit V
Software maintenance and configuration Management : Maintenance characteristics
- Management tasks - Maintenance side effects - Maintenance issues - Configurati
on Management - Source code metrics - Case study - PRINCE project management.
1. Mike Cotterell, Bob Hughes, "Software project management", Inclination/T
homas Computer press, 1995.
2. Darrel Ince, H.Sharp and M.Woodman, "Introduction to software project ma
nagement and Quality Assurance", Tata McGraw Hill, 1995.


Unit I
Data Warehousing: Introduction - Data warehousing overview - Overall Architectur
e - Data Warehouse Database - Sourcing, Acquisition, Cleanup and Transformation
Tools - Meta data - Access Tools - Data Marts - Data Warehouse Administration a
nd Management - Impact of the Web.
Unit II
Data Mining: What is Data Mining? - What Data Mining is not? - The motivation fo
r data mining - Learning from past mistakes - Measuring Data Mining effectivenes
s - Discovery versus prediction - Over fitting - State of the industry - Data Mi
ning Methodology.
Unit III
Data Mining Business Value: Customer Profitability - Customer Acquisition - Cros
s Selling - Customer retention - Customer Segmentation. Building the Business Ca
se: Introduction - Uncovering the needs for data mining in the company - Definin
g the business value - The Costs-Build the business case.
Unit IV
Deploying Data Mining for CRM: Define the problem - Define the user - Define the
data - Scope the project - Trial - Quality Assurance - Launch - Collecting Cust
omer Data: Introduction - Types of Customer data - Collecting Customer data - Co
nnecting Customer data - privacy and data mining - Guidelines for privacy - Lega
l issues associated with data mining.
Unit V
Customer Scoring: Introduction - The process - preparing the data - Integrating
scoring with other applications - Optimizing the CRM Process: Introduction - Imp
roved Customer Profitability - Optimized CRM - The Complete loop - Optimal CRM p
rocess - Using data mining to optimize CRM process - Optimization techniques - D
ata Mining tools and CRM tools.
Unit VI : Cases in Data Mining
1. Alex Berson, Stephen Smith, Kurt Thearling, "Building Data Mining Applicatio
ns fro
CRM", Tata McGraw Hill, 2000.
2. Jaiwei Jan, Micheline Hamber, "Data Mining Techniques", Prentice Hall of In
dia, 2002.


Course Number :
To enable the students to update the knowledge on technological change and its i
mplications on managerial decision making.
Management of Technology: Description scope, and implications, A business archit
ecture for technology management – “Technology cycle” Approach to technology managemen
t – Technological base of the company corporate board and the need for technology
Tools for analyzing organizational impacts of new technology forecasting and pla
nning technology – knowledge mapping: A tool for management of technology – Process
of developing an R&D Project management – Enterprise engineering in the system age
– Managing the “Technology Gradient” for Global competitiveness.
Learning Organization – Knowledge imperative and learning process in technology ma
nagement – Technical Literacy and the knowledge imperative – Development technology
Managing technology in the substitution context – A framework for product model an
d family competition – Process of managing product definitions in software – Product
platform renewal; Concept to commercialization.
Managing the management of technology process – Managing interfaces – Factors influe
ncing effective integration in technical organizations – Barrier to implementation
of structure for managing technology – Need for interdisciplinary endeavour and i
mproved functional relationships – Research performance effectiveness and impact – l
ong-term success dimension in technology based organizations – Measuring the benef
its from managing technology.

1. Hand Book of Technology Management, Gerard H Gaynor, McGraw Hill, 1994.
2. Frederic Betz, Strategic Technology Management, McGraw Hill, 1996.
3. David L. Bodde, The International Entrepreneur, Prentice Hall of India,
New Delhi.


Course Number :
Maintenance Management – Objectives, Importance – Functions – Structure of the Mainten
ance department – Types of Maintenance – Advantages & Disadvantages of Maintenance M
anagement. Environment of Good Maintenance – Inventory Management in Maintenance – M
aintenance & its service level – Maintenance cost.
Total Productive Maintenance (TPM) – Meaning – Basic Philosophy – Goal – Need for Change
– Change Process – TPM and its Environment – Management Information System and TPM – Eq
uipment Data Base Maintenance – TPM and its Overall equipment Effectiveness.
Planning of TPM – Blue Print for TPM – TPM: Education and Training – Types of Training
Required – Training Schedule – TPM and Equipment Maintenance – TPM and Plant Maintena
nce – TPM in All Functional Areas.
TPM Implementation – Method of Implementation – Resistance in Implementation and Ove
r coming the Resistance – Role of Top and Middle Level Management in Implementatio
n – Role of Labour Union/First Level Employees. Role of Maintenance Department – Com
pensation – Balancing Compensation and TPM Benefits – Maintenance of TPM system.
TPM and its Application – Planning and Implementation of TPM in Manufacturing & Se
rvice Industries. Planning and Implementation of TPM Small Scale & Large Industr
ies – Planning and Implementation of TPM in Not-for Profit Organization – Planning a
nd Implementation of TPM in Public Utility Services.
1. Production and Operations Management: P.Ramamurthy, 1st Edition, 2002, N
ew Age International Publication (P) Limited.
2. Total Quality Management – Dale Dester Field. 3rd Edition 2004, Pearson Ed


Course Number :
To introduce the concept of quality in production including total quality in bus
iness Management.
Total quality management – concepts – quality management in retrospect – evaluation of
quality approaches – Basic elements of TQM. Accelerating use of TQM – The continuou
s improvement process – International trend in continuous improvement process – Serv
ice quality Vs Product Quality.
Total Quality :- Value & Differential advantage
Pillars of Total quality management – Strategic thinking and planning, the startin
g point for total quality – Total quality policy and deployment guidelines – Total q
uality approaches – Leadership for TQM. Attitude & involvement of top management.
Organizational implications.
Total quality models – Enablers for total quality – quality responsibilities – achievi
ng total commitment to quality – Information & customer – Strategic information syst
em – Strategic quality management.
Quality education and training quality process, Quality system – Quality measureme
nt system including the tools of TQM – Quality cost – Quality planning – Quality infor
mation feedback – Internal customer conflict – customer retention and problems.
Strategic choice of markets and customers maintaining competitive advantage – Desi
gning process and products for Quality – TQM and ISO 9000 – Auditing for TQM – TQM in
services – TQM in education – The leverage of productivity and Quality – Pitfalls in o
perationalising Total Quality.
1. Total quality – Bharat Wakhlu
2. Total quality Management – Sundararaju
3. Five Pillars of TQM – Bill Creech
4. Total quality management – Joseph and Berk
5. TQM Strategies and Techniques – Stephen George
6. TQM in service sector – R.P. Mohanty and R.R. Lakhe
Unit I
e-Marketing challenges and opportunities; e-business models; Customers in the 21
st Century; Market Segmentation; Consumer Navigation behaviour.
Unit II
e-Marketing Plan; Environmental Scan; market opportunity analysis; design market
ing-mix; database marketing.
Unit III
e-Marketing information system; Marketing knowledge; marketing data collection [
intelligence]; internet based research approaches; marketing databases and
data ware houses; data analysis.
Unit IV
Product adoption and Product life cycle; Customer value online : Branding, Labe
ling, Online benefits; new Product strategies; new product trends; Pricing; int
ermediaries; distribution channels; direct selling.
Unit V
Integrated marketing Communication; Communication strategies; net as a medium; b
uilding customer relationship; CRM.
Reference :
1. Judy straus, Raymond frost, e-marketing, Pearson Education, New Delhi.
2. Internet marketing - Rafi Mohammed; Robert J.Fisher, Bernard.J Jacowiski
, Aileen M.Cahill - Tata McGraw Hill, New Delhi.
3. Ravi Kalakota, Andrew B.Whinston - Electronic Commerce, Pearson Educati
4. Schneider & Perry, Electronic Commerce, Thomson learning.
5. Strauss & Frost, E-Marketing, Prentice Hall.
6. Albert Napier et.al., Creating and Willing E-Business, Vikas Publication


1. Understand the policies and theories for creating a better provision for
health care.
2. Developing knowledge in the area of health sector reform with a special
emphasis of Indian Health sector related policies.
3. To familiarize the students in the area of risk management and insurance
4. To focus the students more specifically on health insurance products.
Welfare economics and investments in human capital – Health Economics – Demand of h
ealth and health services - Demand, elasticity and health – Production, Health an
d Health care – Economic Evaluation of Health Care – Economics of Markets and market
intervention – Role and Responsibility of Governments in the health sector.
Mobilising finances and models of financing – Public Expenditure in Health Mobiliz
ation of Private Resources – Selection of a suitable option – Role of International
Agencies- Health Sector reform – Health Systems around the world – Govt and the impr
ovement of health behaviours – Implementation. Policy Objectives – Policy Environme
nt and consequence of reform – National Health Policy – Drug Policy – Framework for ne
wer health care policy settlements – Impact of structural changes, globalization a
nd public economy, environment and health status – current health care status of I
National health program – Tools – Regulation – Health services research – Measurement of
health / medical needs and services. Utilization – Resources Allocation – cost ben
efit analysis – Eco based budgeting – System analysis and operation research in heal
th care programs – Control mechanism.
Introduction to risk and insurance – Risk Identification and Risk Evaluation – Risk
Management Techniques – Risk Management and Insurance Industry – WTO – Insurance Law a
nd Regulation – International Laws (Salient features of above topics)
Principles of health insurance – Health insurance products - Group Insurance prod
ucts – Product design, development and evaluation- Risk Assessment – Underwriting an
d Premium Setting - Claims Management – Third Party Administration – Current Develo
Actuarial Principles – Demography – Survival distributions and life tables – Interest
and life contingencies – Loss distribution – Principles of Ratemaking - Data requir
ed for Ratemaking – Insurance Models – Application of Models – Current Developments. (
Salient Features of above topics)
1. Health Planning for Effective Management – William A Reinks, Oxford Univer
sity Press.
2. Health Sector Reform in Developing Countries - Peter Berman, Harvard Un
iversity Press, 1995
3. Business Planning for Health Care Management – Piggot, Carolyn Semple – UK o
pen University Press.
4. Insurance Law and Practice, Rajiv Jain and Rakhi Biswas, Vidhi Publisher
s, Delhi
5. Safety and Risk Management, Shailendra K Singh, Mittal Publishers.


To know and understand the international health Scenario and healthcare delivery
process and also to develop perspectives for health product and services to go
Healthcare challenges – a global perspective- Wide gap in healthcare delivery – Heal
thcare financing in developed and developing countries – Developing National healt
h Accounts – application in developing countries.
Concept - Risk pooling concespt – concept of managed care – Components - Managed h
ealth care models - Study of socialized Medicine, Social insurance, Mandatory i
nsurance and Voluntary Insurance


Evolutionary reforms in Healthcare - Structural reforms in healthcare – Internati
onal convergence in healthcare systems – health sector reforms – lessons from differ
ent countries
Basic components of health services – Transition from traditional insurance to man
aged care – Trends and Directions – Significance for health care practitioners and p
olicy makers – Complying with regulations – Health care systems in other countries
TRIPS – IPR - The Patent Cooperation Treaty (PCT) – PCT system – PCT for product desi
gn – World Intellectual Property Organisation (WIPO) and its role in new patent re
gime – International Registration of Trademarks
Health policy – Definition – Different forms of Health policies - Regulatory tools –
government as a subsidiary to the private sector – Reforms in the healthcare secto
r – Decentralized role of the States – Access to healthcare – providers – in rural areas
, low income segments – Cost of Care - Quality of care.
1. Delivering Health Care in America- A systems Approach – Third Edition – Leiy
u Shi and Douglas A Singh
2. Oxford Textbook of Public Health, Volume Three.
3. Textbook of Preventive and Social Medicine (1997), 15th edition – J.E. Par
4. Health and Social Organisation: Towards a health policy for the 21st cen
tury – Blane, David, Brunner, Eric – Calrendon Press.


Introduction A multi-layered subject area Non - cultural explanations The cent
rality of ethics
Changing nature of the world Defining culture Levels of analysis Dealing with th
e ecological fallacy
Culture change convergence and divergence Interpreting culture profiles Changing
natures of National culture Organisational culture National and organisational
culture – similarities Non - cultural explanations
Understanding models of culture - A twenty – first – century view Contributions of
Geert Hofstede The Chinese Value Survey Criticisms of Hofstede’s work Issues
in cross – cultural studies: Evaluation of various models Cultural differences i
n communication style
Unit II
Conceptualising culture – the way forward Approaches existing and new methods to s
tudy culture
Emerging theoretical approaches of culture Convergence, divergence, globalizatio
n and cross – cultural management Localizing cross – cultural issues
cross – cultural social relations in the workplace
Culture and organisation structure various models of organizational structure Co
ntingent factors
Culture and the contingency approach Impact of culture on structure
Contemporary and emerging structures Culture and structure – a complex area
Unit III
Intercultural communication The need for awareness Stereotyping in communicatio
n Barriers to intercultural communication Mixed messages and non – verbal commu
nication Enhancing intercultural communication Cross – cultural theory and commu
nication Chinese culture Levels of communication
Leadership and cross cultural issues – Approaches to leadership Project GLOBE Eva
luation of Project GLOBE The institutional level Emerging twenty – first century
approaches to leadership
Unit IV
Motivation and cross cultural issues exchange Are the needs universal contex
tual or local Self – actualization and cross cultural perspectives. content approa
ch Job characteristics Needs and job characteristics models Orientations to wor
k across cultures Other ‘process’ models of motivation
Globalised motivational strategies
Intercultural competencies, training and ethics Overcoming culture shock Interc
ultural competencies cultural awareness Cross – cultural training – other considera
tions The effectiveness of cross – cultural training The ethical dimension Eth
ics and the cross – cultural manager Gender issues and ethics Dealing with ethical
dilemmas Non – negotiable moral issues

Unit V
Culture and human resource management International HRM in context Culture and h
uman resource management Culture and the functional areas of HRM home country ho
st country third country employment and the issues based on culture The effect o
f culture
Comparing cultures Cultural values Cross – cultural management in ‘new’ forms of organ
Diversity and synergy – the future of cross – cultural management Non – managerial app
Universalism or relativism? Continuous change Strategies to manage work force a
cross culture and the implications

1. Ray French Cross cultural Management in work organizations Universities
press (India) Private Limited 2008. (Recommended text)
2. Denny, S. (2003) ‘Culture and its influence on management: a critique and
an empirical test’, in M. Tayeb (ed.) International Management: Theories and pract
ices. Harlow: FT/Prentice Hall
3. Dowling, P.J. and Welth, D.E. (2004) International Human Resource Manage
ment. Managing people in a multinational context. London: Thomson
4. Gooderham, P.N. and Nordhaug, O. (2003) International Management: Cross-
boundary challenges. Oxford: Blackwell
5. Guirdham, M. (2005) Communicating Across Cultures at Work, 2nd edition.
Basingstoke: Palgrave Macmillan
6. Holden, N. J. (2002) Cross-Cultural Management: A knowledge management p
erspective. Harlow: FT/Prentice Hall
7. Schneider, S. C. and Barsoux, J.-L. (1997) Managing Across Cultures, 2nd
edition. Harlow: FT/Prentice Hall
8. Warner, M. and Joynt, P. (eds) (2002) Managing Across Cultures: Issues a
nd perspectives, 2nd edition. London: Thomson


Subject Description :
This subject provides an overview of the Financial Derivatives market trading sy
stems in India. Further it provides insights on Forwards, Futures, Options and s
waps their principles of pricing and trading strategies along with the regulator
y frame work in India.
Objectives :
On successful completion of the course the student meet be able to understand t
1.Financial derivatives trading mechanism
2.Frame strategies for Forward and Futures trading
3.Value the Options and structure option trading strategies
4. Understand the various forms of swaps
5.Understand the Financial derivatives and regulatory framework especially in In
Unit - I :
Derivatives Markets and Instruments – Linkages between Spot and Derivatives market
s – Role of Derivative markets.
Futures and options trading systems in India - the trading work station – F & O ma
rket instruments – Criteria for stocks and Index eligibility for trading.
Unit – II
The structure of Forward and Futures market - Principles of Pricing Forwards, Fu
tures - Hedging strategies - Advanced Future Strategies.
Unit - : III
Structure of options market – principles option pricing – Option Pricing Models – The
binominal Model - Black Scholes Model. Basic option strategies – Advanced Option s
Unit - IV
Interest rate swaps- structure, pricing, valuation of interest rate swaps and in
terest rate swap strategies
Currency swaps- structure, pricing, valuation of currency swaps and currency sw
ap strategies
Equity swaps- structure, pricing, valuation of equity swaps and equity swap str
Regulatory frame work in India - securities contract regulation Act 1956 - Secu
Exchange Board Act 1992 – Regulation for derivatives trading – Accounting for
derivates - Taxation of derivatives trading.
1. John.C Hull. Opinion , Futures, and other derivatives Prentice
Hall of India, New Delhi 2005.
2. Don M. Chance An introduction to Derivatives and Risk Management
Thompson south western, Singapore 2004.
3. National Stock Exchange Website. www. nscindia.com